The Coaching Effect Blog

The Coaching Effect Blog

    Almost every sales manager hates doing performance reviews.  And why wouldn’t they? Most of the time, they’ve been handed a form from their human resources department that isn’t specific to sales and that forces them to write long paragraphs of feedback about areas that may not be relevant to...

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    “Work expands so as to fill the time available for its completion.”  This adage was firstwritten by Cyril Northcote Parkinson in a 1955 essay, so it has come to be known as Parkinson’s Law.  It’s a relatively simple concept – that work will take as long as you allow it to take– but one that is...

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    Eric Jackson recently wrote a story for Forbes Magazine about the "Top Ten Reasons Why Large Companies Fail To Keep Their Best Talent."  Interestingly, may of these problems could have been avoided if management had better coaching and leadership skills. Your workforce is demanding more and it is...

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    Editor's Note: This post has been updated for accuracy and comprehensiveness on May 26, 2020

    Assessing the performance management and sales coaching practices of a sales manager requires a different set of questions according to Joan Henshaw of Performance Objectives Now. Here are 13 questions...

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