What do most companies do when sales income falls? Blame the sales people.

After all, if the sales people are responsible for selling, if income drops then the sales people must be at fault.

Well, yes and no. There is something far more important than the skills and behaviour of your sales people, and that is your sales culture.

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Please help with these two short talent surveys which are part of my research for a new book on how to develop yourself as a 'high potential' leadership candidate.

 

Coaching is a process of shared exploration, where the coach and the client work together to identify future goals and remove the obstacles that had prevented the client from achieving those goals.

I have worked with many organisations, local and global, to define, refine and even change their cultures. The process is much simpler than you might think, although you need clarity and commitment to the process. Here's a flavour of how that works.

A number of HR Directors have all asked me the same question; "How can we be so bad at predicting potential?"

A research project that investigates the unpredictable nature of today’s talent management programs, and provides recommendations for increasing program effectiveness and return on investment.

Here's a recording of a webinar in which I explain how asking questions when a client is stuck can be counterproductive.

You can watch the video here, and I've also attached a transcript of the main points.

More and more organisations are using coaching as a L&D intervention, or even as a surrogate for good management practice. Some evidence says that coaching is highly effective in the organisational context, but is notably lacking in any hard evidence of organisational outcomes.

What, then, are the factors that influence the success of organisational coaching?