Housing Giants - October 24, 2008 - (Page 14) Sell By Rick Heaston, R.A. Heaston and Co. ARe You CoAChing? Rick urges you to consider how you coach your sales team — if you’re doing it at all. Steve JamiSon is a writer. Most people haven’t heard of him, but they all know the person he writes for and about. His writing partner is John Wooden, arguably the best basketball coach that ever lived. He had 10 national championships – seven in a row – and 88 consecutive victories, 38 straight tournament playoff wins and four perfect seasons. Having worked with Wooden on so many books and projects, Jamison laments on the question he always seams to be asked: What’s his secret? The answer Jamison gives is simple: “Coach Wooden taught good habits.” And if you’ve read any of Wooden’s books you’d have to agree. He kept things simple. But above all else, John Wooden, first and foremost, always remained a coach. Reading his latest book, “Wooden On Leadership,” got me thinking, how does the business world fare in terms of coaching? And more specifically, how do sales managers fare in terms of coaching skills? Sales coaching is a lost skill. Between meetings, customer troubleshooting, paperwork and myriad other logistical duties, managers don’t have time to coach. And beyond that, they don’t know how. Coaching has never been that important, especially in light of previous market conditions. 14 HoUSinG GiantS.10.24.08 www.HoUSinGGiantS.com http://www.housinggiants.com
Table of Contents Feed for the Digital Edition of Housing Giants - October 24, 2008 Housing Giants - October 24, 2008 Contents Viewpoint News & Moves Sell Private Equity Housing Giants - October 24, 2008 Housing Giants - October 24, 2008 - Housing Giants - October 24, 2008 (Page Cover1) Housing Giants - October 24, 2008 - Housing Giants - October 24, 2008 (Page Cover2) Housing Giants - October 24, 2008 - Housing Giants - October 24, 2008 (Page 3) Housing Giants - October 24, 2008 - Housing Giants - October 24, 2008 (Page 4) Housing Giants - October 24, 2008 - Contents (Page 5) Housing Giants - October 24, 2008 - Viewpoint (Page 6) Housing Giants - October 24, 2008 - Viewpoint (Page 7) Housing Giants - October 24, 2008 - News & Moves (Page 8) Housing Giants - October 24, 2008 - News & Moves (Page 9) Housing Giants - October 24, 2008 - News & Moves (Page 10) Housing Giants - October 24, 2008 - News & Moves (Page 11) Housing Giants - October 24, 2008 - News & Moves (Page 12) Housing Giants - October 24, 2008 - News & Moves (Page 13) Housing Giants - October 24, 2008 - Sell (Page 14) Housing Giants - October 24, 2008 - Sell (Page 15) Housing Giants - October 24, 2008 - Sell (Page 16) Housing Giants - October 24, 2008 - Sell (Page 17) Housing Giants - October 24, 2008 - Private Equity (Page 18) Housing Giants - October 24, 2008 - Private Equity (Page 19) Housing Giants - October 24, 2008 - Private Equity (Page 20) Housing Giants - October 24, 2008 - Private Equity (Page 21) Housing Giants - October 24, 2008 - Private Equity (Page 22) Housing Giants - October 24, 2008 - Private Equity (Page 23) Housing Giants - October 24, 2008 - Private Equity (Page 24)
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