“Do I need to hire a coach, or a trainer?”
A little background: This question has come up several times over the past few weeks, but with different variables because everyone’s business and situation is different. When I start noticing patterns in conversations, it sparks my curiosity and I start to create my own hypothesis of those patterns based on 1-1 conversations and research.
For example, when this question first started coming up I read Mike Weinberg's “Sales Management Simplified” (highly recommended!). As the question continued to surface, I started (and am halfway through- so don’t give me any spoilers!) Keith Rosen “Coaching Salespeople into Champions.” After more than 3 of these requests came to us, I started to notice a pattern through all the differences. (You can read about two of them here, but for this post, the most recent happened again last week at the #bossales Enterprise Meetup.)