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Real Live Coaching Call - Coaching Salespeople
Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like. You may not be privy to that so you might find last week's episode of Meet the Sales Experts helpful.
Real Live Coaching Call - Coaching a Salesperson
Chris Mott was my guest and he coached a live caller for about 30 minutes. Listen to the show for a better sense of what every coaching conversation should sound like. The following email was received from the live caller the day after the scheduled sales call:
Is Personal and Business Coaching Alive in Ireland?
A common concern amongst Coaches in the current climate is the lack of data outlining whether or not people are looking for Coaching. If people are looking for Coaches; what type and where? Unfortunately, there is no empirical data to suggest whether or not the coaching industry is growing or if coaching is being embraced by the Irish public and businesses.
Leaders Don't Allow Tasks to Take Time Away from People
In the short term, focusing on tasks gets things done. In the medium to long term, the task-focused manager creates even more work for themselves because they allow the team to wither and become demotivated. This causes a drop in productivity and results begin to wane. It becomes a death spiral when the manager puts even more emphasis on tasks, hoping to turn things around.
Increase Sales Means You Must Confront Those 800# Gorillas
What 800# gorillas are you avoiding to increase sales? I believe now is the time to discuss one those gorillas. Possibly, the avoidance of these 800# gorillas contributes to the high failure rate of small businesses where for each one that opens another one closes. (Source: Small Business Administration)

Where Does Winning More Sales in Business Start?
Winning! What a great word. To explore winning more sales in business begins with a sound business model. In the book, "Corporate Canaries," Gary Sutton addressed the warning signs when your current business model is not working.

The Desire to Increase Sales Is Reflected In Knowing Sales and Other Critical Numbers
Do you know your sales numbers along with the number of days remaining before the end of the quarter to the end of the year? Knowing your numbers is critical because your business operates in the global economy. As each day starts, means that you have just 86,400 seconds less to achieve your goal to increase sales.
Five tips for Maximizing Training and Creating Sustainable Learning
How much time, energy and money have you invested in Cheese, Fish or other “flavor of the month” training initiatives and had little to show for it after a few weeks? Here are five suggestions for you and your company to improve learning and retention in your organization.
How to Become the A Plus Professional Salesperson Who Wins More Sales
Would you like to be the A plus professional salesperson in your organization that wins more sales? What does that mean for you? More money? More recognition? Greater peace of mind? So what do you need to do to become that person?
How to Win More Sales Is by Knowing Where to Find the Best Help
Do you know where to find the best help to increase sales. Maybe it is time to learn rethink current actions to determine how to win more sales?
Increase Sales By Dropping the Excuses, Now!
Are you sales not where you want them to be? Are you finding yourself making reasons why sales are down? Have you considered those reasons are really excuses in disguise?
Want more sales? Who doesn’t? Have you considered introducing new products or services to demonstrate that you are truly listening to your loyal customers?
Want more sales? Who doesn’t? Have you considered introducing new products or services to demonstrate that you are truly listening to your loyal customers?
A Proven Sales Process Should Educate First, and Entertain a Distant Third
Are your marketing activities focused on wining and dining your potential customers or educating them? Today, education must come first beginning with your own education and then educating your customers.
Increase Sales by Demonstrating Appreciation through High Business Ethics
Are you appreciative of your loyal customers and those business interactions that increase sales? Do your customers know that you are appreciative? If you answered yes to the second question, how do you know this to be true?

Increase Sales by Selling Sustainable Solutions that Deliver Measurable Results instead of Benefits
Are you still selling benefits? Do you want to increase sales? Then consider selling sustainable solutions that deliver measurable sales results.
Increase Sales by Identifying Your Target Market and Stop Spraying and Praying Your Sales Activities
Do you feel that you are not getting your fair share of the market place? If so, then can you answer exactly how big of a piece of the pie is that fair share? Now is the time to rethink and refocus so that you accurately know your target market.
Increase Sales by Focusing on Qualified Prospects Who Turn into Loyal Customers
Are you tired of wasting your time prospecting for new sales? Do you find yourself meeting a lot of tire kickers? Then why not invest more time in disqualifying potential customers so that you can increase sales?
The Lack of Professional Courtesy Is the New Business Behavior
Are you a small business owner, sales professional, C-Level executive or front line worker? What are your top major complaints as you travel the roads to greater business be it locally or globally?
Increase Sales by Telling a Compelling Story
Do you have a compelling story to share within your target market? Learn how to create one and the value that such a story brings.
Common Mistakes Work At Home Business Owners Make
Every day thousands of Americans decide that it is time to go into business for themselves. Whether the reason is a need for greater income, a desire to be their own boss, an escape from the grind of a corporate office and a commute, or simply because they are ready to be at the top of an org chart, there is a great push in America to run a small business. Today many of those small businesses are run via the internet and can be home-based businesses. It’s important to be cautious however and there are five common mistakes that home business owners often make when starting to work at home for the first time.
This President Is On Track To Double Sales
How often do business owners express frustration about an area of their business that appears to be blocking accomplishment of a key goal? Mr. Mario Lapointe, president of SMT-ASSY, a Montreal firm that services the electronic industry felt just that way, although he was very positive about the long-term prospects for his business even considering the increased competition from Asia. Mr. Lapointe decided to work with me to take his business to the next level, which in his words was to double sales within 12 to 24 months.

Opportunity as Recognition
In Make Their Day! Employee Recognition That Works, Cindy Ventrice outlines the four elements of recognition. The least understood element is Opportunity. This article explains why opportunity is an important part of the recognition equation.
Coaching Training Part 1: Why You Can't Manage Your Way to Growth
Throughout history, leadership approaches have reflected the advancement of different industries as well as societal changes. Simply stated, as the world changes, so does the way in which we must manage, lead and coach people. This is the first of a three part series.
Coaching Training Part 2: The Sale Performance Equation to Excellence
When managing a sales department, the role of a true sale coach comprises all the skills, traits, tools, and processes necessary to drive greater team performance. Sales coaching is not just an activity, but rather a strategic role the manager must evolve to in order to realize his/her full potential. EcSELL Institute introduces the new Sales Performance Equation(TM), which defines these elements.

Coaching Training Part 3: The 3 Elements of Sales Coaching
To perform at the highest level, a sales manager cannot merely be great manager who drives processes, but never captures the hearts of employees. Likewise, even the best leaders who can effectively collaborate with those on their teams, but never pushes them into the high growth mode of complexity, will not be able to maximize results. It is only when sales coaches are able to effectively manage processes, lead collaboratively, and coach their teams into complexity that they will truly be able to enter the high performance zone.

Other coaching training Related Articles

Telephone Coaching: Be honest to yourself and your client What do you need to do and know about telephone coaching?
Teleconferencing, telephone coaching..... Telephones have taken an important role in the way we do business and relate to others. I have spent some time looking for a guide or protocol for telephone coaching and could not find anything. I decided to include a session on telephone coaching in my coach training programmes and mentor coaching, this is the result!

Personal Coaching as a Business
Personal coaching is the 'in' thing for some people; be it for business, personal grooming, health, voice training, mental strength coaching, etc. Certified coaches can look into being a personal coach as part of their coaching offerings.
Training and the Cost Cutting Dilema during Tough Times
Most company executives decide to spend money on training because it's popular, especially when economic times are good. There is a view that it's “good," and it's also something that responsible leaders are “supposed to do” to prepare for the future. Unfortunately, training becomes the first activity to be cut when times get tough. There is also no objective measure that calculates the business case of return on investment for training. Actually, training, education and coaching should be the absolute last consideration when investigating cost reductions during difficult economic times. However, continued spending of money on training isn’t the only answer. Training alone will not produce the kind of results that training combined with coaching and education can produce.

Why Sales Coaching Really Matters
Without systematic, on-the-job coaching post a sales training program 87% of skills that were covered in the sales training program are lost within 30 days With systematic, on-the-job coaching post a sales training program the return on the sales training program is four fold. Lesson: Sales training without coaching is a cost liability rather than an investment.
Is It Training or Education?
The word Training has been used to describe so many activities that the word has lost its meaning and value. In reality, most of the training in corporate America is education. Education provides knowledge but training provides the enhanced ability to perform. Consider this: Which gives the greatest return on investment – Education or Training – when it comes to leadership, teamwork, supervision, coaching sales and service? Training is the process of bringing a person to an agreed standard of proficiency by practice and instruction. Yet what is actually performed is mostly instruction with little to no practice.
Executive Coaching to Develop Emotionally Intelligent Leaders
Driving the trend for executive coaching is the business reality that good people are hard to find and harder to keep. With a constant need to stay competitive, companies are seeing coaching as a way to help valued employees develop swiftly in a rapidly changing business environment. A growing number of Fortune 500 companies offer executive coaching to their top people. Whether hiring external coaches or training their own leaders in coaching skills, companies are finding that coaching is essential for creating change and evolving people towards their highest productivity and potential.
Could a Coach Get You There?
You know what coaches do for athletes. You've heard what they've done for the rich and the famous. What about you? Have you ever thought about partnering with a coach? Barbara Garro spent the time to graduate from both Corporate Coach University and Coach Training Institute. Why? Corporate/entreprenerial coaching entails complexities personal/life coaching does not. Why else? Business people have personal lives and I wanted to combine my skills so my coaching clients get Work-Life Coaching or Life-Work Coaching. Garro coaching is all about getting you where you want to be when you want to get yourself there.

How Would You Start A Coaching Business?
These days, coaching seems like the way to go. There are new professions linked to coaching: sports coaching, online coaching, personal coaching, fitness coaching, spiritual coaching, business coaching, Solutions coaching and life coaching.
Coaching and Coach Training in the Workplace
• How the workplace is changing from authoritarian bosses and jobs for life towards self directed learning and portfolio careers. • How the Virgin Empire was built using a coaching culture • Case histories of the implementation of coaching and coach training in the workplace. • Some facts and figures about Return On Investment. • Why companies introduce coaching. • A look into the future.

Developing a Coaching Culture
Many organisations across the world today are putting coaching programmes in place, either hiring external coaches or training their own managers. The word is out that a ‘coaching culture’ is the goal to pursue, although there is some confusion about what the term actually means and even more about how to achieve it. In this article we will look at what coaching is, how organisations can integrate it, and what the pitfalls might be.
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