January 20, 2009
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Coach, Don't Tell
The best managers are the ones who help others discover the lessons for themselves. The "lousy" ones not only tell, but they yell. . . which also covers phrases like, "If you screw this up…," "I hate to be so negative," and "You've got to make quota this month or else." Managers deliver their message this way to make themselves feel stronger (to feel more "OK" about themselves and their own self-worth) – most times on a subconscious level. "Telling" doesn't build sales character; unfortunately, it can either cause your salespeople to lose respect for you or de-motivate them to not really try. Effective mentoring and coaching strategies include asking good questions, especially when you already know the answers, to help your protégés come up with the "light bulbs" on their own. Coach, Don't Tell.
Watch for more information on our new Sales Leadership Group Series beginning Wednesday, February 25, 2009. For more information, call us at 317.845.0041.
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