![]() Doubt me? Try me and let me know how it goes. ![]() Coaching efficient and consistent behaviors above the results, as it turns out, is by far the best practice for driving immediate and long term results. When the results are highly profitable, the praise is still the effort and the successes are just the results. No one succeeds without failure and a chance to learn how to do better. However, had we focused on coaching and praising effort, even results that are not as good as we had hoped for, will offer an opportunity to teach. Then, the fear of not getting the praise could cause the marketer to find reasons for lack of effort and excuses for failure. Why? Because there will come a time when the success will not come easily. A consistent praise for successful results regardless of the effort it takes, will eventually set up an opportunity for failure. It’s always good to celebrate success, unless the success would have occurred regardless. ![]() The issue for leaders is understanding the difference in immediate production and territory growth. Understandably so results drive metrics, metrics drive forcasts and in turn, dividends and stock values. Sometimes, it feels as if that’s all that matters. Are you coaching to the success or the effort? Let’s face it, from a Corporate point of view, results matter.
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