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  • Coffee Makers Need Well-grown Beans
    Coffee – Grown Around the WorldAs you prepare your morning coffee every morning in your kitchen, how much time have you spent thinking of where that coffee bean ......... Read More

  • Try Cappuccino From Fair Trade Coffee Beans
    Fair Trade Coffee is an organization that protects the laborers who work hard to bring you great coffee. Fair Trade Coffee is produced a bit differently from ......... Read More

  • Coffee Products For Free If You Know How
    Are you aware that you can find coffee products and connected coffee products for nothing? read on and find out how, that is the good news, the bad news is ......... Read More

  • Coffee Is For Closers....and For Coaches
    You've likely watched the iconic scene from David Mamet's Glengarry Glen Ross where Blake, a young hotshot from downtown with an $80,000 BMW and a ......... Read More

  • What You Should Know About Specialty Coffee And Tea
    Coffee and tea has long been a traded commodity in the orient. It has been considered as a drink only for royalties and kings. These two commodities are ......... Read More

  • Coffee Makers For Different Coffee Types
    There is nothing quite like waking up in the morning, stumbling to the kitchen and finding your favourite coffee brewed and waiting for you. Of all the drinks ......... Read More

  • Web Branding Coffee Drinking Checker Players
    Unique selling points can be used to help understand web branding, but the essence of branding is always a much bigger picture.It's only the best of ‘good ......... Read More

  • Use Your Favorite Coffee Machines To Brew For Cooking
    Coffee RecipesIf you love your cup of java then you love to try some foods that use coffee as an ingredient. Usually coffee is used in dessert, but it isn't ......... Read More

  • Coffee-machine-30
    No house is a home until it contains a coffee maker. I come from a long line of coffee fans and I cannot imagine a world without coffee. In the last five years ......... Read More

  • Jamaican Blue Mountain - Coffee Worth Every Penny
    The island of Jamaican is known for many things, sandy beaches, reggae music, Bob Marley and coffee. The high regard for Jamaican Blue Mountain coffee among ......... Read More

You've likely watched the iconic scene from David Mamet's Glengarry Glen Ross
where Blake, a young hotshot from downtown with an $80,000 BMW and a
holier-than-thou attitude, browbeats a room full of downtrodden salesman. He
threatens them, insults their sales skills, and questions their manhood. His
only advice? "Always be closing." While that makes for award-winning drama, it's
not what we deem effective coaching. Blake's biggest flaw as a coach - but
certainly not his only one - is that he only addresses the problems without
analysing the causes. He says a lot about what to do and nothing about how to do
it. Unfortunately, a lot of terrible coaching goes on in many sales
organisations because so many managers are like Blake: they might be able to
make things work for themselves, but they have no idea how to teach someone
else. Nor do they do the analysis of what "is" going on versus what "ought to
be" going on. They're just repeating advice like "Always be closing." This
happens for a number of reasons: managers don't have time to coach or they have
too many competing priorities. More often than not, sales managers were good
salespeople, and the assumption is made that they will also be good coaches. But
as Glengarry Glen Ross shows us, a great salesman isn't necessarily a great
coach. Sophisticated sales organisations develop a model of what "excellent"
sales behavior looks like based on what has proven to be successful. They train
their people to observe actual performance against this template of excellent
behavior, and to give solid, professional feedback about the gaps between the
right way to do things and what's currently happening. It is not enough just to
say "Accomplish X" - it's far more relevant and beneficial to teach the skills
that will accomplish X. Good sales coaches know the skills that correlate with
success and act as diagnosticians rather than dictators. For a good sales
manager, it's not "Always be closing," it's "Always be Coaching."