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  • Location Location Coffee
    Many people think about schools, shopping centers and crime when they think about choosing the location of an investment property. They don't always think ......... Read More

  • Decaf-coffee-19
    My husband is a coffee drinker. He loves coffee any time of the day. Making a pot in the morning is the first thing that he does. He has a cup while he is ......... Read More

  • How To Select A Coffee Roaster
    If you have decided to roast your own coffee then your first port of call will be to consider how to select a coffee roaster that is right for you. This ......... Read More

  • A Brief Look At Coffee History
    Coffee is probably one of the most popular beverages consumed by adults, yet many do not know coffee history very well. Understanding cofee history will make ......... Read More

  • The History Of Coffee
    Coffee, the brew, that more than half the people around the world need to kick start the day. Ever wondered about the origins of this humble but oh so ......... Read More

  • Buying Coffee Roasters For The Perfect Brew
    There are a variety of machines now available to turn your kitchen into a coffee lover's paradise. You can buy espresso machines, cappuccino makers and coffee ......... Read More

  • Are You Looking For Gourmet Coffee
    TasteThe perception of gourmet coffee is characteristically rich and luxurious. But if you are a true coffee lover, fresh gourmet coffee has a flavour that can't ......... 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."