Category Archives: Sales Coaching

La La Land of Sales Coaching Advice

I recently watched a video of an industry pundit pontificating that for sales coaching to be effective, it must be done separately from deal and pipeline reviews. He went so far as to say that, in essence, the very worst possible thing you can do as a sales manager is to mix coaching with deal […]

Best Sales Coaching Approach: Flexible or Rigid?

The current conventional wisdom is that the most effective leaders inspire exceptional performance by setting goals and then giving their team autonomy on how to achieve them. Daniel Pink popularized this notion in his book “Drive: The Surprising Truth About What Motivates Us”. He argues that autonomy – the desire to direct our own lives […]

Tough Love: Sales Coaching with Candor

Wikipedia defines “tough love” as an expression used when someone treats another person harshly or sternly with the intent to help them in the long run. In most uses, there must be some actual love or feeling of affection behind the harsh or stern treatment to be defined as tough love. That’s the general idea […]

What Happens In ___ Stays In ___: How to Optimize Your SKO

You just had your kickoff at some relatively far off and relatively exotic location. Reps flew in from every corner of the globe fired up to connect with colleagues they had not seen since the last kickoff. New-hires arrived with some combination of trepidation and excitement about their first day on the job. Considering the […]