Coaching Sales Performance: A Case Study

Century 21 International, like so many sales organizations, suffered lower productivity and higher attrition from new sales associates than they judged to be acceptable. The answer, Century 21 executives believed, was to develop a twenty-one module, multimedia training program. An external consultant urged them to study the situation prior to committing to any one solution. The results were clear. While new sales people certainly needed to have their field skills “buffed” after going through pre-licensing training and entering the office, that was not their most critical need. Far more important was an in-office support system, someone to tell them how to think through inevitable rejections, how to approach recurring challenges, how to maintain confidence even when sales do not occur, how to prospect portions of the community and how to integrate into the real estate community. The data revealed the need for a solution system comprised of training, incentives, performance support materials, the introduction of a new position, a coach, into each office, and a selection method for that coach. This article describes the front end study, the program, and some of its results in real estate offices across the United States.     

The principal in schools of choice: Middle manager,entrepreneur, and symbol manager

Educational choice is a major policy strategy currently gaining momentum. Yet numerous questions remain regarding the nature of public sector schools of choice and their control. This article contributes to the literature on choice and control by identifying the leadership role of principals in these schools. Beginning with an examination of institutional and organizational features unique to public sector schools of choice, the article moves to a discussion of the principal as middle manager, entrepreneur, and symbol manager. Each of these roles is examined in terms of how control and autonomy are balanced. The article concludes with a discussion of policy questions for future study.     

On reading: Some thoughts on the old and the new

Conclusion I have presented some of the problems on which the Orton Society has labored during the past three decades and some of the issues needing battle in the next three. Much has happened in the past 30 years. Many of the dreams of Orton and of the Society have been realized. But I do not think anyone will wish to rest for long, for the victories have brought new problems. And so, to borrow a few words from Dr. Samuel Torrey Orton: if we continue to be “sufficiently keen” and prove ourselves “clever enough,” it would seem that the labors of our next 30 years may be as fruitful, and even more so, than those of our first thirty.     

Waterworks: Activities for 1 through 6 year olds

We wrote these activities because water play provides both fun and valuable learning opportunities for young children. Water play can provide calming activities for any child. Water play activities can reinforce the principles of scientific experimentation and mathematical reasoning. They integrate cognitive, fine motor, and gross motor skills. We encourage all teachers and caregivers to provide water play opportunities for the young children in their care. Excerpted from Waterworks,by Jeanne C. James and Randy F. Granovetter. ©1987 Kaplan Press, 1320 Lewisville-Clemmons Road, Lewisville, NC 27023.     

Wechsler scale performance patterns of American Indian children

Using WISC, WISC-R, and WPPSI subtest scores recategorized according to the Bannatyne scheme, the study uncovered evidence for the existence of an Indian Wechsler Scale performance pattern that is different from that found in normal and learning disabled groups. The Indian pattern finds spatial abilities more well developed than sequencing skills, which are superior to conceptual and acquired knowledge performances. The sample was composed of 142 Indian children, primarily Ojibwa (Chippewa). Supporting hypotheses addressed differences between groups of traditional Indian children and those who are more Anglo acculturated. The traditional children evidenced the Indian pattern of recategorized Wechsler subtest performance, while the more acculturated groups did not. Discussion of results centers on factors that may be related to the Indian pattern, such as cultural heritage, otitis media, and the school curriculum.