Partners in Excellence

JULY 29, 2019

We are most effective in coaching when we are focused on an observable behavior. That is, “I observed you doing this… ” “When this happens, you tend to do…” “What would happen if… ” Observable behaviors critical to effective coaching. Find “coaching moments” every day.

Meeting 86

Meeting Conversion Closing Sales 86

Partners in Excellence

SEPTEMBER 17, 2020

One of the pieces of “insight” was to manage and coach by results versus micromanaging or counting activities. So coaching based on results is irresponsible–both for the people we are coaching and for our own organizations. Yet, somehow, most managers say, “Your pipeline has to have 3 times coverage!”

Pipeline 98

Pipeline Quota Meeting High impact 98

Partners in Excellence

JUNE 15, 2022

For years, there has been little attention paid to the topic of coaching. Sure, there was lip service, but when one looked deeply into organizations, either coaching wasn’t done, or the coaching that was done was horrible. It’s our job as managers to coach and develop those people that report to us.

High impact 73

High impact Promote Service Growth 73

Partners in Excellence

APRIL 7, 2021

Often, this comes up in discussions about coaching. Managers claim to be coaching, where in reality they are dictating/telling. Yet we persist in thinking we can treat them like children, though we know this approach to coaching doesn’t even work with children. This is a complaint I hear from too many sales managers.

CRM 64

CRM Process Conversion Sales 64

Partners in Excellence

DECEMBER 26, 2019

The most recent example I’ve run across ans an article posing the issue as Coaching or Feedback, seeking to show which approach was most effective. ” Coaching and feedback really go hand in hand. .” ” Coaching and feedback really go hand in hand. Coaching falls victim to the same issues.

Growth 62

Growth Conversion Sales 62

Spiro Technologies

NOVEMBER 18, 2022

Actually, I won’t tell you my whole life story in the interest of time. And the first thing I do is flip them open and see how many bar charts are in there and if there aren’t any bar charts I send a nice thank you but no thanks note to the author and it goes back on the shelf. Maybe one day, who knows?

Customers 52

Customers Sales Contract Up-sell 52

SaaStr

SEPTEMBER 4, 2020

Transcript of Episode 370: Jennifer Tejada: But I thought today I would start off with a little bit of good news, and that good news is the fact that digital acceleration has truly become a reality. Jennifer Tejada: This shift has come suddenly. This episode is sponsored by Linode. This episode is sponsored by Outgrow.

E-commerce 63

E-commerce Cross-sell Start-ups Up-sell 63