Magazine article Talent Development

Sales Coaching across Cultures: A Group of Sales Managers Learns That When It Comes to Coaching Their Employees, Telling Ain't Training

Magazine article Talent Development

Sales Coaching across Cultures: A Group of Sales Managers Learns That When It Comes to Coaching Their Employees, Telling Ain't Training

Article excerpt

[ILLUSTRATION OMITTED]

The following story was told by Tara Jones, account director at Lane4 Management, a consultancy specializing in organizational performance, leadership development, and executive coaching.

CLIENT>>

A global digital advertising platform provider

PROBLEM

The company's sales management population lacked coaching skills.

CAUSE

In the fast-paced sales environment, managers felt that they didn't have the time to coach their employees. Sales professionals managed their direct reports by telling them what to do, rather than training them to handle sales situations and customers on their own. The managers identified their need for coaching skills training, and a needs assessment confirmed this feedback.

METHODS/TOOLS

Lane4 worked with the client's learning and development team to create a global coaching skills training program. Lane4 painted an idyllic view of a coaching culture for the client, and the learning and development team adapted the strategy for its organization's unique culture. From this vision, the team created the program's specific objectives.

The comprehensive 12-month program consisted of training skills workshops on coaching for sales performance, peer action-learning support groups to increase learning and behavior change, and one-on-one coaching sessions with Lane4 coaches who showed participants how to put the skills to practice. This cycle was then repeated. …

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