This article is a continuation of one we discussed last week. In the past, we’ve referred to it as “strategic coaching” or “OtherCentered® leadership,” but the idea we’re exploring here, called “Quadrant Coaching” is the same.  Quadrant coaching is based on the two biggest barriers that stand in the way of sales coaching:  motivating reps…

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I think I found the secret to building a teachable team. You know that imaginary world where everyone on your team is open and receptive to feedback, where defensiveness dies, and the goal shifts from self-image preservation to a hunger for constructive input? How do we get to that dream world? The answer might surprise…

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Each week here at ASLAN, we put out content to help sales reps adjust to this new world of virtual selling. I asked myself, what’s the best way to help reps achieve their sales goals? Who is their “best friend” as they navigate this age of selling? It’s really their sales manager. It’s their coach,…

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The times they are a-changin’ in the world of sales. Your reps may be struggling to connect with their customers virtually and may be feeling disheartened. The pressure is on you to keep coaching your reps and supporting them, while ensuring that you’re being efficient with your time and energy.  With all of that in…

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I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance?  I know there may be higher callings in life, but this is the path I’ve chosen… and this path has led me to the realization of what is the most important ingredient to not…

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In this article, we are going to explore why much of the coaching provided in the workplace today is less effective than it could be, even now with the added pressure of most sales professionals needing to work remotely.  There are many potential pitfalls along the road to a successful and effective coaching strategy, especially…

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In the coaching workshops that I’ve led over the last twelve years, there is always a manager who asks me this question:   “Why aren’t my reps open to my constructive feedback? I’m only trying to help them.”     I do not doubt their sincerity or desire to help. However, that question misses the mark,…

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