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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives by Keith Rosen

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CHAPTER 3
Six Fatal Coaching Mistakes and How to Avoid Them
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Mistakes happen. They’re part of life. Openly embraced, mistakes are the greatest impetus in our continued evolution and the primary contributor to lifelong learning. Resistance, as it has been said, is futile, for any mistake that is ignored or rejected is bound to be repeated until the lesson has been revealed and a change has been made.
If we were to move beyond this line of thinking, the real problem comes when we fail to recognize the mistakes we make. Sure, it’s challenging enough to find the lesson in every experience, especially the painful ones. But what if you aren’t aware of a problem that needs your immediate attention? What if you can’t recognize the mistakes you’re making, especially as they relate to coaching your salespeople? This can be very costly. The quest to continually search out opportunities for improvement is now replaced with “Well, that’s just the way it is” or “I guess that’s the best it’s ever going to get;” a mentality of mediocrity.
This chapter exposes the six most elusive coaching errors so you can recognize and avoid making them. Here’s your chance to expand your peripheral vision and learn about the six universal, and often fatal, mistakes that managers make when coaching their salespeople.

COACH THE RELATIONSHIP WITH THEIR STORY

The burden that Lauren was carrying around as the ...

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