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 recruiting and hiring advice from the Sandler Sales Institute® in future Today's Sales Meeting Minutes.
Coach, Don't Tell - To learn more about this author, visit Andrew Wall's Website.
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Andrew Wall
(Visit Andrew's Website)
Sandler Training is a Global Strategic
Management and Sales Training
organization. With over 220 training
centers around the world, hundreds of
thousands of individuals and thousands of
companies have embraced the Sandler
Training Strategic Management and Sales
principles to take their business to the
next level.
Sandler Training works with clients that
may be as individual as entrepreneurs to
global corporations to provide a “breath
of fresh air” to their Business
Development and Management activities.
Andrew Wall is the owner of the Milton
Sandler Training center. Sandler Training
Canada recognized Andrew’s business with
the Award of Excellence 2007 for Canada.
If you are serious about embracing new
Behaviors, Attitudes and Techniques to
catapult your business to the next level,
then contact Sandler Training at
905-864-9915 or visit www.wall.san
dler.com.
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Here's one way to sidestep having to raise money from LPs: Sell your house for $76-million. 
I haven't written much in the Failure series lately, but I've got a doozy or two coming soon. 
