HBR Research Report - May 2009

The coaching field is filled with contradictions.  Coaches themselves disagree over why they're hired, what they do and how to measure success.  Here's what you should know:


Unfortunately for Willy, the 50’s concept ofa salesperson man making cold calls andselling from a product catalog has gone theway of the blacksmiths shoeing horses.Over the past few years, market forceshave driven even the most steadfast “box”sellers away from transaction product—focused selling strategies to a consultative,needs-based selling strategy.


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