Great coaches believe the individual will win and the team will win. What they do and say, when behind or ahead of goal, whether near defeat or after a loss, builds confidence in future achievement.
This is not to say that they coach in a King Arthur Camelot world of unreality. No, great coaches are realists. And, they have healthy doses of skepticism. But, if they commit to you as a team member, they will always do and say things to help you get better – even in the face of great difficulty and slow progress.
With this hopeful spirit carried away from the office, salespeople walk through just one more door
.
They pick the phone up more times per hour. Their voice inflections cast belief into a prospect’s wavering decision. They win more often. They keep believing that … they have what it takes. Now, go and make things better. You can. Lance.