Picking up on a recent post entitled "Global Consistency"...

In that post I was reflecting on a session I had with a group of BD leaders from across Asia and how they share a common set of challenges - demanding customers, the rise of procurement, global economic challenges, commoditization... and an appreciation of the importance of effective coaching for sales and relationship management professionals.

Since then, I spent some time leading a "Coaching the IMPAX Process" session with a different client, representing leaders from across Latin America. Leaders from Brazil, Mexico, Peru, Argentina and Chile were together and the conversations were nearly identical to the Asia group. It seems that no matter where you live and work, if your focus is on selling value, it's tough out there!

This realization supports our belief in the value of a common sales process across an organization. A consistent sales process, implemented in a socially and geographically sensitive way, is a powerful tool to drive efficiency and effectiveness. What's also clear is this: although coaching techniques may vary across geographies, the impact of good coaching does not. Effective coaching is a top factor in driving individual and organizational sales results.