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McDonell Consulting Group, LLC | Baltimore & Bel Air, MD

Tom Ziglar

Discover the secrets and benefits of coaching top performers within your sales organization from Tom Ziglar.

There’s a tendency on the part of some managers to expect their new sales hires to “hit the ground running.” Often, managers justify this expectation by telling themselves that they only hire “self-starters.” Both of these assumptions are part of an ineffective hire-and-forget approach, one that can and should be remedied by a solid onboarding plan that’s based on a series of monthly one-on-one coaching conversations.

Read Time: 8 Minutes

Let’s say you’re the manager of a team and, for whatever reason, you realize that someone who reports to you is missing an essential skill. What do you do?

Read Time: 6 Minutes

All too often, what holds salespeople back in terms of reaching their potential is not a missing sales skill or an improperly applied technique. More often than managers like to imagine, the problem is a failure of leadership.