How do you grow your people? Do you sit them in a classroom and present on the topic of the day? Do you ask them for numbers and ask for more activity? Do you have weekly pipeline sessions where you talk about every opportunity in their pipeline? Do you debrief more often than weekly and how deep do you go?

I typically ask prospective clients what they are trying to accomplish. I get all kinds of answers. Vague references ranging from an altruistic goal to world domination, paying off debt, providing for their family. Some show me their business plan that shows strong growth and scalability. How do we know if it's THE goal? How do we know if it's worth working for? How do we know when, how to start?

If you've been following along, you'll know that this is the 10th step in my coaching process. You can catch up here.

If you haven't read my first three articles on the first 6 steps in my coaching process, you can catch up here.

So, at this point, we've covered 5 of the 10 things that I do that sales managers should do if they want a team full of sales rock stars. A quick recap....