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Count the Cost: Lack of Motivation

The term “motivation” gets thrown around in training a lot these days; indeed, it has become one of the biggest buzzwords in the training industry.  Like many concepts that we deal with on a day to day basis, there is a danger that motivation as a concept can become nebulous and detached from the real […]

Setting SMART Goals Whilst Coaching

Writing goals can be a daunting task if done without a particular format or process. After you have your pre-coaching meeting with your employee, you are ready to meet again with your employee and write a clear goal, starting the GROW process. Having a clear format and goal development process will enable you to build […]

Setting Goals in Coaching

Without a goal, your chances of successfully coaching your employee to better performance are low. Defining specific, measurable, attainable, realistic, and time-driven goals will plot a marker in the horizon that acts as your beacon. Without it, you are navigating blindly, causing frustration for both you and your employee, because you never seem to make […]

Coaching: Avoiding Common Mistakes

Coaching is a delicate balance. You have a better chance of success if you are aware of common mistakes and take active steps to avoid them. Be aware of your leadership communication, and data analysis to remain effective. Poor leadership One of the worst mistakes you can make in coaching salespeople is to fall victim […]

Coaching: The Process

“To win in the marketplace you must first win in the workplace.” Doug Conant Being an effective coach requires an understanding of employees and what it means to focus on them. Coaches need to recognise the difference between training and coaching and what it means to be an effective salesperson. A coach must also understand […]

Coaching: Focus on the Process

There are different processes that coaches use. The most popular one, however, is the GROW model. This is used in practical use in our coaching workshop. The option step is also called the obstacle step because this is also the time to consider obstacles and ways to overcome them to reach goals as the team […]

Coaching: The Role

“A manager is a title, it does not guarantee success. Coaching is an action, not a title and actions will result in successes!” Catherine Pulsifier Coaches need to be prepared to take on the roles and responsibilities of the job. Whether you are a coach manager or specialist, you must embrace the confidence and build […]

Coaching: For Salespeople

“Coaches are aware of how to ignite passion and motivate people. They have an energy that is contagious and know exactly how to get their team excited.” Brian Cagneey Coaching is not just for athletes. More and more organisations are choosing to include coaching as part of their instruction. Coaching salespeople, when done correctly, will […]

Leadership: Enabling Others to Act

“The only man who makes no mistakes is the man who never does anything.” Theodore Roosevelt As mentioned before, you cannot do your followers’ work for them. Besides, if you do their work, what are they getting paid for? You have your own work to do. This is the ultimate goal of the Hersey-Blanchard Situational […]

Leadership: Challenging the Process

“Leadership: the art of getting someone else to do something you want done because he wants to do it.” Dwight D. Eisenhower Far too often, we cling to what is familiar, even if what we cling to is known to be inadequate. Most large groups are governed by the law of inertia: if it takes […]

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