Do I Coach Them or Train Them? Determining When To Coach Your People & When to Train Them – Part One
OCTOBER 15, 2009
Scenario One: Situation: Tim, a new rookie salesperson has been hired to generate appointments on the phone for the outside sales team. The Gap: Since this is Tim’s first sales job, he’s never cold called before nor has Tim ever been trained in how to cold call effectively. When coaching someone, The Gap is the space that exists between where the client or coachee is today and where they want or need to be.