Everyone is Responsible for Coaching. In most cases, under-performing employees are doomed to quit or be fired, regardless of their potential...

Coaching requires that a manager take some responsibility for an employee's performance gap, and commit the time, resources and energy to work with the employee to bridge that gap...

As we observed in the first paper in this series, in many organizations, people who struggle do not receive any feedback until their performance reaches crisis...

Poor sales managers ruin team morale, kill productivity, increase turnover, and diminish sales. Yet many companies fail to ensure they promote the right salespeople to managers...

The Sales Executive Council's research has shown that organizations can increase their revenue by 20% if they focus on how their salespeople interact with prospects and customers...