80% of the production at your firm is being done by 20% of your people. In an “ideal world” your company’s training programs and sales management would provide exactly what I do. However, my experience has been:
- Training programs are usually day-long to week-long events with little or no follow-up for integration of new ideas. Real learning is a process that occurs with practice over the course of time. For example, seven times five equals thirty-five—I’ll bet you didn’t learn that in a day-long seminar.
- Nothing personal here, but most branch managers are quite busy being administrators and recruiters. And due to the nature of the employer-employee relationship, producers can’t always be completely candid with their superiors. In this regard, a good coach is a client’s advocate, maintaining all matters in confidence and always looking out for the client’s best interest, regardless of any political considerations.