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A startup can use the PAUSE framework from The Challenger Sale to grow by implementing it in their coaching and management practices. The PAUSE framework stands for Prepare, Affirm, Understand, Specify, and Embed. Startups can prepare for coaching conversations in advance to maintain continuity. They can affirm relationships by focusing on personal development and separating performance management discussions from coaching. Understanding expected behavior helps managers know what to observe and look out for in coaching conversations. Specifying behavior change provides managers with a set of important behaviors and standards to provide objective feedback. Lastly, embedding new behaviors means institutionalizing coaching, which can help startups grow by improving their team's skills and performance.
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(P)repare for the Coaching Conversation: Preparing in advance provides continuity between coaching sessions. (A)ffirm the Relationship: Managers need to emphasize on personal development by separating performance management discussions from coaching. (U)nderstand Expected (Observed) Behavior: Managers must be taught what to observe and what to look out for to better handle coaching conversations. (S)pecify Behavior Change: Managers must be given a set of important behaviors and standards to judge the same to provide objective feedback. (E)mbed New Behaviors: Coaching must be institutionalized.
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How do you make your voice heard in a world of complex deals and risk-averse customers? How can you maintain control to ultimately win customer loyalt...
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