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  • Blue Mountain Coffee 8211 The Taste Of Jamaica
    Coffee beans get their flavour from the climate where they are grown. The Blue Mountains in Jamaica offer some of the finest coffee beans ever found. The Blue ......... Read More

  • Would You Like A Little Caffeine With Your Workout
    Ok, I'll bet you think that was a joke, don't you? Everyone knows caffeine is supposed to be bad for you. You hear it all the time, and from a lot of ......... Read More

  • Coffee Machines Make Better Coffee With Syrups
    Enjoy your coffee more with flavoured syrups The coffee craze in the United States has led to a variety of exciting beverage choices that can be made in ......... Read More

  • Points To Look For When Buying A Coffee Maker
    If you are gearing up to buy a coffee maker you need to be clear about your taste and requirement. Buying home a coffee maker has become a necessity with ......... Read More

  • French Press Coffee - Style And Flavor For Your Coffee
    The French press style of coffee making produces very rich, aromatic and tasty coffee. It uses very coarsely ground coffee that basically steeps in the brewing ......... Read More

  • Everyone Is Drinking Gourmet Coffee
    When creating decaffeinated coffee the European process involves having the beans soaked in water and washing the beans with methylene chloride. The treated ......... Read More

  • Broken Coffee Machine Getting It Repaired Needn T Be A Hassle
    When your commercial coffee machine needs to be repaired, you will of course want it to be fixed as soon as possible. But what is involved in having it ......... Read More

  • A Coffee Cup- A Gift For All Occasions
    Purchasing a coffee cup is a great gift idea for all occasions. You may want to consider giving someone you care about a coffee cup. It makes a great gift ......... Read More

  • Low-acid-coffee-14
    Marketing industries are quick to catch on to what's hot on the market, what sells and what consumers will pay a premium price for. Good marketing strategies ......... Read More

  • Using The Coffee Grinder For A Cup Of The Brew
    To a coffee lover freshly ground beans have the greatest attraction. The fragrance itself can make you long for a cup of the brew so earnestly. However, ......... 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."