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Viewing posts in the Coaching & Feedback category

How to Accelerate Sales Productivity for Financial Services

A financial advisor works with a client over coffee
Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Joe spent several decades in the Wealth and Asset Management business, managing and leading both Advisors and Wholesaler Investment Consultants. Most C-level executives, facing limited budgets, must scrutinize and vet expenditures to measure tangible value or return on investment. Choosing the right tools is one way to boost productivity, cut expenses, and recover costs in the short- and long-term. Investing in Organizational Effectiveness Budgets, in their simplest form, typically break out into two categories: fixed and discretionary. Fixed expenses are necessary... Continue Reading

Subject Matter Experts, Get Agile!

Subject Matter Experts, Get Agile!
As a subject matter expert (SME), you have knowledge that the sales force needs to access, but the challenge is sharing information with the sales force that’s both timely and relevant.  When things change–market conditions, competitive pressures, regulatory changes, etc.–a long treatise will go unread, and a professionally produced document or video will take too long to make.  Agile content–typically short, to-the-point videos (think YouTube, not Hollywood)–will often get the information out the most quickly and engage your audience most effectively. But how do you create and share agile video content the... Continue Reading

“Managers Think They’re Good at Coaching. They’re Not.” according to Harvard Business Review

This article originally appeared on hbr.org. Authors: Julia Milner and Trenton Milner Julia Milner is a professor in leadership, academic director of the Global MBA program at EDHEC Business School in France and an honorary professorial fellow with the Sydney Business School in Australia. Trenton Milner is the general manager of the International Centre for Leadership Coaching. Are you successful at coaching your employees? Many managers tend to think they’re coaching when they’re actually just telling their employees what to do. This is hardly an effective way to motivate people and help... Continue Reading

Overcoming Fears to Embrace Informal Learning

people collaborating and learning informally
In a previous post we took a closer look at thinking holistically about employee development and embracing the informal learning activities people not only prefer but seek out on their own. Any strategy that ignores this 90% of professional learning already taking place outside the confines of structured learning programs is missing a tremendous opportunity to elevate sales rep performance across the most critical metrics. But change is still often scary, even when accepted as the right path forward.  So, let’s take a stab at alleviating the two most common fears. #1... Continue Reading