Being able to conduct coaching conversations is perhaps the most important and valuable leadership skill you can develop. Here are the 9 key elements that make coaching conversations so effective. AS YOU may well have experienced for yourself, leadership usually involves a shift from being a subject matter expert (SME) who solves mostly technical problems, to being a leader who solves mostly people and performance issues. As you’ve probably noticed too, problems have a solution and go away. Issues, on the other hand, are ongoing. They advance slowly, step [...]

Sales coaching brings science into the art of sales! EVERY SALES person knows the value of being the trusted advisor. Traditionally, you knew you had achieved that status when your client asked for your opinion on competitor products. This was proof that he or she trusted you and that you had the inside track. This was sufficient in the days when sales coaching taught the art of solutions selling, when salespeople were more sophisticated than buyers, and when products were more broadly differentiated. In today's competitive environment, buyers have become [...]