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Career development articles
What can coaching do for
me?
(OnTarget Mag. Vol 4, issue 9 2005)
It’s a question
that’s often asked. What exactly can coaching do for me? In the true
tradition of coaching the answer can only arise from the question – What
exactly do you want coaching to do for you? Having said that I think it’s
useful to look at the benefits of coaching and to consider what we can expect
to achieve.
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Listen to
yourself
(OnTarget Mag. Vol 4, issue 8 2005)
I believe most
people are good and honest. I believe that most managers act in ways that are
beneficial for their employers and their employees. I do not believe that most
of us are driven to take from others regardless of the cost. Certainly there
are unscrupulous people running businesses, but most managers are honest,
scrupulous people.
Managing a Sales
Career
(OnTarget Mag. Vol 4, issue 5 2005)
I can’t remember
giving much thought to my career during the early years. All that seemed
necessary was the need to do well. The benchmark that guided me was the choice
and quality of the company car I got to drive. What ‘doing well’
meant didn’t seem to need explaining at the time. With the magic of
hindsight, I could have managed my career better. Wherever you are in your
sales career, perhaps you can benefit from the helicopter view that I have
acquired.
Emotional Intelligence
for Sales Success
(Date published: 11 June 2002)
Daniel Goleman,
a pioneer of the concept of emotional intelligence (EI or sometimes known as
EQ), defines EI as "the capacity for recognising our own feelings and those of
others, for motivating ourselves, and for managing emotions well, in ourselves
and in our relationships. "This is a critical skill in selling, along with the
particular competences of optimism and recovering from setback. The salesperson
who knows the product inside out will not succeed without the additional
ability to forge strong relationships, win trust, assess how the client is
feeling, and cope with their own feelings, including disappointment. [read
article]
Personality
Profiling - An Interviewers Perspective
(Date published: 04 June
2002)
A sobering statistic that is often banded around is that we can
create a lasting impression within 20 seconds of meeting someone for the first
time. Further to this, it is said that we make a decision to recruit someone
within the first minute of the interview, and then spend the rest of the
interview justifying our decision! [read
article]
Personal
development plans - taking responsibility for your own learning
(Date
published: 04 May 2002)
Anyone remember the days when people had a job
for life? The company you were with was relied upon to give regular promotions,
regular salary increases, regular bonuses and any training that you required.
Whatever happened to these 'good old days'? Certainly for those that craved
security, this was a good life and had a lot going for it. The world of work
has now changed beyond recognition. Losing your job for example, no longer
carries the same social stigma, even though some find it a worrying time. Some
recruitment agencies now even regard it as a 'positive' on your CV rather than
a negative. Nowadays companies, when squeezed, will often cut down on training
and marketing, because these are frequently the areas that soak up money
without showing an immediate return. Even as far back as the eighties, I worked
for a company that was happy to fund any vocational training for me, but when
management courses came up at their training college, it was always 'next time
it will be your turn' and, guess what, the next time never came. After nearly
six years with them as a graduate, I never once made it to their management
training college. [read
article]
Do you have a
Mentor?
(Date published: 04 January 2002)
If your answer is yes,
then you will have already experienced the tremendous benefits that this
approach to learning and development affords. A mentor is someone either within
or outside of your company who offers you help, guidance, advice and support,
to enhance your personal and professional development. A mentor is someone who
has personal experience of performing to a high standard within a role similar
to yours and is genuinely interested in helping you to acquire the necessary
skills and knowledge you need. A mentor helps you to fulfil your potential! [read article]
Are you delegating
effectively?
(Date published: 04 January 2002)
One important step
in becoming more productive is to stop doing everything yourself. Delegation
allows you to achieve more through the proper selection, assignment, and
coordination of tasks and resources. Delegation gives you an opportunity to
handle aspects of the job that no one else can do. These activities might
include project planning and project team involvement, coaching and monitoring
team members and handling personnel issues as they arise. Using delegation, you
can focus on doing a few tasks really well rather than too many tasks poorly.
[read article]
Performance Appraisal –
Friend or Foe?
(Date published: 04 January 2002)
Do you look
forward to your performance appraisal discussion or is it an event you dread?
Do you have fond memories of previous performance appraisals or are they horror
stories? As a manager, do you find this periodic discussion with members of
your team, an opportunity to really help them to enhance their performance or
is it simply a ‘tick box’ management requirement? [read article]
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