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Every manager needs a coaching framework in order to consistently coach effectively. Adopt this 3 word, 3 step coaching framework today that works in any situation.

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Complete Video Transcript

8-Steps to Creating a Coaching Culture by Keith RosenEvery manager needs a coaching framework in order to consistently coach effectively. While I have developed a very specific coaching framework for sales managers called the L.E.A.D.S. Coaching Framework, regardless of the framework you use, there are always three core questions that have to be answered in every conversation.

So, a simple coaching framework would sound like this, “Step One: What? Step Two: Why? Step Three: How?” In other words, “What’s going on? Why is this happening? and How can we create a new possibility?”

Management’s current framework sounds like this: “What’s going on? Here’s what you need to do.” So, lets break this down even further. “What’s going on? Why is it happening?” That’s root cause. That’s assessing and gathering all the facts, so you can avoid costly assumptions that ensue when questions are not asked.

And finally, not, “Here’s what you need to do” but “How can we create a new possibility?” That’s the essence of coaching. In every conversation. In every interaction. The question you want to ask yourself as a manager is, “What possibility can we create today?”

Become a better sales coach and sales manager today.