There’s a tendency for the conversations between a Team member and their Manager to be focused on performance, in effect, it’s managing. These conversations are essential since the Leader’s ultimate role is to support their Team to achieve results, hit goals, to help to ‘mind the gap’.
At the same time, the most effective route to improving performance is through coaching; it promotes thinking, decision-making, and enhances learning. It empowers the individual. To coach effectively requires questioning and listening skills in conjunction with a process, or flow to having conversations. In this ‘sales success through coaching’ session, John Fitzgerald, one of Ireland’s leading executive coaches and mentors will share insight and practical direction on how coaching can transform the performance of a sales team.