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August 28, 2007 The Distinction between Sales Coaching and Sales Training
How many times have you sat through a sales or product training program and walked away with only one idea or piece of useful information? And, you felt lucky to get that much.
Recently, I was asked, “What’s the difference between coaching and training?” I thought about it for a moment and replied, “A training course may teach you how to do something specific, learn a new software program, or new sales techniques. Coaching works with you to implement what you have learned and master it over the long term. “
If we look at the bottom line, the truth is that most sales training programs have not made a significant difference in the sales professionals' earnings or the company's revenue from a single session or workshop.
For most sales professionals, the greatest improvement to their sales success is an ongoing commitment to professional development. Either self-guided or by using experts who can help release their fullest potential and capabilities. This is typically someone who has the training, skills, experience and desire in working with sales professionals, usually a coach or mentor. Long-term progress is more likely to come as a result of an ongoing commitment to professional success and not a training course.
The reality is that it takes time and commitment to develop new sales skills and competencies. If you want to achieve greater results, become a greater person, you can't just sit down and wait for it to happen. To make significant changes you must first look at what adjustments you need to make, and then commit to an ongoing process of change.
The philosophy behind the 1∙4∙All Coaching Approach is about ongoing learning; it's about incremental growth over time to create significant change and progress; it's about supported personal and professional development. So with all our programs we encourage our clients to commit to an ongoing coaching relationship in order to support the learning and extract the greatest ROI from their time and resources.
Blind golfer hears the shot of her career Associated Press,
LEHIGHTON, Pennsylvania (AP) - Sheila Drummond didn't need to see her hole-in-one. She heard it.
Drummond, blinded by diabetes 26 years ago, experienced the highlight of her golfing career Sunday, recording an ace on the 144-yard, par-3 fourth hole at Mahoning Valley Country Club.
Playing with her husband and coach, Keith, and two friends in a steady rain, the 53-year-old Drummond hit a driver on the hole. The shot cleared a water hazard, flew between traps and landed on the green, where it hit the flagstick before dropping into the hole.
"They were saying, 'It's a great shot,' and then I heard it hit the pin," Drummond said. "For a hole-in-one, you have to hit it onto the green, so it's a little bit of skill and a lot of luck."
In 1999, Golf Digest said the odds of an amateur getting a hole-in-one are 1 in 12,750. That number, no doubt rises, for a blind golfer.
Drummond is a member of the board of directors of the United States Blind Golfers Association, and the organization believes she is the first totally blind female to record a hole-in-one.
"We've looked everywhere, and haven't been able to find anyone else," she said.
Drummond took up golf about 15 years ago, and three years later qualified as the first female member of the USGBA.
"I just try to do the best I can," said Drummond, who carries a 48 handicap with the USGBA. "I get nervous. But I wasn't nervous (Sunday), I just don't like playing in the rain." What will you do with your Purpose and Passion today?
 Steve Porcaro "The Surgical Sales Coach"
Steve Porcaro is an Executive Sales Coach dedicated to helping Medical Device Sales Professionals reach their full potential. email:Steve@14AllCoaching.com archive: www.14allcoaching.com/Newsletter.htm
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