Category Archives: Leaders as Coaches

Create a Coaching Culture to Drive Performance and Engagement

Management Tip of the Month: If you’re feeling the pressure of rising performance expectations, and the need to develop and retain your best employees, consider building coaching skills into your leadership culture. A few years ago, I wrote on the … Continue reading

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The DNA of a Powerful Question

“The processes used by a coach, a counselor, a psychotherapist or a guru are similar:  they build the awareness and responsibility of the client.”  (John Whitmore) I was in my manager Bob’s office, and we were going toe to toe.  … Continue reading

Posted in Active Listening, Advising, Business Development, Client Relationships, Communications, Leaders as Coaches, Personal Connection | 2 Comments

Give up the role of expert

The sales effectiveness literature is full of descriptions of the benefits of coaching for sales leaders.  In a study of 2400 sales organizations, the Sales Executive Council found that sales teams that reported three or more effective hours of coaching … Continue reading

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Business schools discover the power of EQ in leadership development

This is a very readable journal article on how a business school invested in a program to explore and develop the emotional intelligence of its students. It is well researched and its reference list would be a great place to … Continue reading

Posted in Emotional Intelligence, Leaders as Coaches, Leadership, Motivation, Organizational Culture, Personal Connection, Team Development | Tagged , , , , , , , , | Leave a comment

Are we really coin operated?

As a recovering sales manager, I have always laughed at the proposition that “sales people are coin operated”.  Notice that I said I laughed, not that I didn’t agree. What would you say if I told you that quite a … Continue reading

Posted in Coaching, Coaching Sales Professionals, Leaders as Coaches, Leadership, Motivation, Organizational Culture, Personal Connection, Team Development | Leave a comment

What’s Your Love Language to your Team?

Servant leaders love their teams and develop them as they lead. Here are five Valentines messages that a great leader might send to their team.    

Posted in Coaching, Equity, Leaders as Coaches, Leadership, Motivation, Organizational Culture, Personal Connection, Team Development | Leave a comment

Engaging with Confidence

In order to successfully challenge our customers with new ideas and insights, we have to develop the personal confidence and credibility to engage them and build their receptivity to our consulting with them. To help us, we can draw on … Continue reading

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