Coffee is for Closers....and for Coaches
Below is a MRR and PLR article in category Business -> subcategory Management.
Coffee is for Closers...and Coaches
Coffee is for Closers...and Coaches
Summary
You’ve probably seen the famous scene in David Mamet's Glengarry Glen Ross, where Blake, a brash young hotshot, uses his flashy lifestyle to intimidate a room full of discouraged salesmen.
Article
In the well-known scene from Glengarry Glen Ross, Blake, boasting his $80,000 BMW and overconfident attitude, tears into a group of weary salesmen. His harsh methods include threats, insults, and constant questioning of their capabilities. His core advice? “Always be closing.”
Though dramatic, Blake’s approach is far from effective coaching.
Blake’s major flaw?"albeit among others?"is focusing only on problems, not their causes. He offers plenty of directives but fails to explain the “how.” Sadly, this mirrors the poor coaching found in many sales organizations, where managers like Blake succeed on their own but struggle to teach others. They fail to analyze what “is” versus what “ought to be” and instead, recycle vague advice like “Always be closing.”
This happens because managers are overwhelmed or have competing priorities. Often, successful salespeople get promoted with the assumption they'll be great coaches as well. Glengarry Glen Ross teaches us, however, that a great salesperson isn’t automatically a great coach.
Effective sales organizations identify and model successful sales behaviors, training their teams to assess actual performance against these standards. This allows for professional feedback to bridge the gap between optimal practices and current performance.
Instead of merely saying “Achieve X,” it’s crucial to teach the skills necessary to accomplish X. Good sales coaches understand the skills that drive success and act as guides, not dictators.
For an effective sales manager, the mantra isn’t “Always be closing,” but “Always be coaching.”
You can find the original non-AI version of this article here: Coffee is for Closers....and for Coaches.
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