While a great lyric to a classic John Fogarty song, I’ve found that this is the mindset of many Peak Performers in Sales.

While many of these first-class sales professionals are sales leaders within their organization, there still seems to be this inherent desire to be led and/or motivated by another great leader above them - - to an extent.

That brings me to today’s topic: Coaching For Success.

Today’s competitive advantage for companies resides in their people. In our line of work, that’s hardly a newsflash.

Even so, it’s worth reminding that the organizations that are able to engage and fully utilize their people resources will be the ones that excel in today’s (and tomorrow’s) competitive landscape.

This fact makes the “coaching” portion of the manager’s role come to the forefront.

The organizations, and their managers, must have the coaching skills and talent to extract the peak performance available from EACH employee.

I think one of the most important things a manager can do is to SET THE STANDARDS because true coaching can only occur when the expectations are clear, both for the employee and for the organization.

Goal setting is only the first step in the process. Start there and you’ll set your employee on the right track for achievement.