By Joy Van Skiver
You may have the best cloud-based technology for creating sales coaching reports. But if the content is weak, the results are weak. In a survey of field coaching reports from pharma companies, only 21 percent provided the strong direction that makes a difference in someone’s performance. There was little or no direction in 79 percent. So, why do we call them coaching reports?
By Charles Brennan
As trainers, one question that puzzles us is, "What gets in the way of mid-level performers becoming better?"
One of the key initiatives is coaching the average performer to be better, more consistent and independent. Surveys will suggest that managers are consumed by this pack of performers; thereby neglecting the top performers that can be better and the new hires with the possibility of vast potential. How can a manager be more effective in balancing their time and effort to "coach up" the mid-level performer?