For managers, developing others’ abilities is critical indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counselling hinges on empathy and the ability to focus on our own feelings and share them. Research suggests the best ‘coaches’ show a […]
Why Generalized Sales-Training Programs Don’t Work
In my opinion, hundreds of millions of dollars worldwide are wasted every year on irrelevant, unnecessary or inappropriate sales-skills development and there are four obvious reasons why. To begin with, the typical one-day seminar may supply a short-term motivational buzz and provide the delegate with a number of thought-provoking ideas. However, in reality, once these […]
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