Recommended Reading
All of these books are available on Amazon
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As a manager, you aren't truly successful unless your employees are as well. Helping them establish compelling, actionable performance goals is the first and most important step, and "2600 Phrases for Setting Effective Performance Goals" is there to lend a hand.
The Role of Personality Style in Coaching
Understanding Your Employees
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We are all a blend of four basic styles and many people may even demonstrate one style at work and another one at home. You can use the following information to help you identify the basic personality style of each of your employees. Then, use the coaching ideas provided with each style to better prepare for and conduct your coaching meetings.
Individual Personality Based Coaching
for Each Essential Sales Event
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Event One: Connect-Prepare; Approach; Engage
The Direct Person: Direct employees typically get right to the point, get the job done, and move on to the next customer. Encourage your direct employee to think in terms of making a friend of the customer. Explain that making friendly conversation is not a waste of time; it’s part of the job. Help him to understand that without this important “getting to know” the customer conversation, it will be next to impossible to learn the customer’s needs.
Essential Coaching Skill
Active Listening
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You cannot be a good coach if you are not also a good listener. Coaching requires two-way communication. That means when one party sends a message, the listener pays attention and responds with feedback. Communication does not happen until the sender’s message has been received and understood by the receiver.
Boss or Coach: What's the Difference
Major differences between a boss and a coach
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Being a boss is a lot easier than being a coach. Bosses issue orders and enforce rules. They manage up, not down, and are more concerned with pleasing their own bosses than with helping to grow their own employees.