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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Feb 27, 2018

Listener Question - What is the difference between Training & Coaching?

Matt's company is implementing a new sales process, some folks believe they need training, others believe coaching is a better fit.  He asks "what is the difference between Coaching & Training?"

This week on the Catalyst Sale Podcast we discuss the difference between training and coaching, and the scenarios where training may be a better fit.  We also discuss why coaching may work better, and why organizations do not take this approach.

Questions Addressed

  • What is the difference between Coaching & Training
  • Within an organization how do you tell if the team needs training or that there are some individuals who would benefit from coaching?
  • What are some of the benefits of coaching vs. training?

Key Takeaways

  • Training is an event, designed to meet a specific set of objectives.
  • Coaching is personal, it is 1:1, and tailored to the individual need.
  • One of the benefits of a good coach is their ability to see the things that you may not be able to see yourself.
  • Start asking the people who are leading the teams you are supporting.
    • What are they doing well?
    • What would you like to see more of?
    • Establish the edges of the organization.
  • The how starts with the answers to these questions
  • If it is a training issue, you start to identify the core items that the team needs.
  • If it is a coaching issue, look to see how you can improve what individuals are doing well today.
  • Coaching is tough, it may not be scalable.
  • One of the core benefits of coaching is the personalization.
  • Another benefit to coaching is the ability to reveal blind spots.
  • A coach can help you make the minute adjustments that can lead to significant success.
  • Coaching - because it is so personal, you have to be invested in the individual.
  • Coaching is not for everyone, some people are not in the specific mindset that can benefit from coaching.
  • The person seeking out a coach does so with the intention of getting better.
  • Don't fail alone.

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Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Sales is a Thinking Process