Mentoring by Daniel Goleman

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It was a small lesson, but one with lasting impact. As a high-profile, fast-track editor at a national magazine, she had a problem- I was prone to snap decisions, committing to projects in a moment of enthusiasm, then having to suffer through a torturous series of rewrites with authors that ended in their articles being killed. It was emotionally draining for me, and it created too much animosity and just plain pain.

But then she told me, my editor in chief taught me a phrase that has helped immensely.

What was that phrase?

“I will think about it.”

That simple bit of advice exemplifies coaching, which lies at the heart of developing others. Excellence in this competence is emerging as second only to team leadership among superior managers. For sales managers, developing others is even more important- the competence most frequently found among those at the top of the field.

This is a person-to-person art, the heart of coaching and developing is the act of counselling. And the effectiveness of counseling hinges on empathy and the ability to focus on our own feelings and share them.

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