Opinion

Yep, its that time of the year. Like all great coaches you need to step back and consider your performance. In particular Id like you to reflect on your face-to-face representative interactions and conversations. After all, this is where the coaching rubber hits the road and you are most productive.

So, take a moment to review and refresh these 8 (we'll do 2 at a time) principles of up close and personal coaching. Why not give yourself a score or grade?

1. Hows your empathy rating? Empathy is being able to relate to the representatives situation, feelings, challenges and frustrations. Do representatives talk and listen to you because they feel like you're one of them, that you have their interests at heart. Bonus marks if youre invited to their birthday party.

2. Hows your credibility rating? Some sales coachs egos get in the way of their conversation. Great coaching is not showing off. Do you choose what youre going to say and how youre going to say it, wisely? Is there the danger that the BM thinks youre knowledgeable, yet arrogant? Deduct marks if youve heard the statement, Just tell me what you want me to do this year.