Okay, now we are at the point of discussing COACHING. Most financial sales managers want to start there; however, as we have discussed, this cannot be accomplished effectively without the preceding steps of benchmarking skills against requisite levels and evaluating progress in these areas. We have now injected teaching, which seems to be simply another name for coaching.
In preparation for the article on Monday, take a few minutes and think about the two words – “teaching” and “coaching”- as they relate to sales leadership. What do you think the differences are between the two? Jot them down and come back on Monday when we will discuss them in detail. See you then.