5 Pillars of Mentoring

TDA's 5 Pillars of Mentoring supports leaders to grow themselves, their strategy, their people and their results. 

Within each of the 5 pillars you will find practical tools and techniques for building an industry-dominating business.

Dr. Cory will work with you to pursue greatness on each of these 5 pillars, helping you achieve the results you seek.

Pillar 1


Set an inspiring vision and strategy

Establish key milestones

Develop a clear focus on results

Pillar 2


Believable plan

Believable capability

Willingness to pursue greatness

Pillar 3


Communication mastery

Body language & presence

Strategic relationship building

Pillar 4


Self-awareness & unconscious bias

Read others, know your audience

Interpersonal effectiveness

Pillar 5


Planning cycles for success

Maintaining accountability

Delegation and empowerment

Case Study:
Sales Culture and Performance


This was an organisation with a long tradition of good results in the industry. However, due to some significant changes in the market, they experienced increasing challenges in revenue, in their ability to confidently negotiate, and in their ability to retain key staff. As a leadership they needed to believe in themselves again and to develop a winning strategy that the team could be confident in. Leaders needed to inspire their teams through difficult industry circumstances. Whilst market conditions remained challenging, the team needed to lift their intensity throughout this period to stimulate a shift in momentum. Greatness was always going to be determined by their ability to get back up and compete again. Could they do it? Did the leaders have what it took to build confidence and produce winning results again? Would the team back themselves to follow-through on team tactics? These questions and more remain to be answered.


Dr. Cory coached the leadership and team through the following activities:

  • Close examination of current pattern of results
  • Understand external and internal forces that have shaped the current pattern of results
  • Set, refine and validate an aspiring pattern of results
  • Develop overarching sales strategy
  • Develop leadership development framework – targeting key areas important for strategy execution
  • Develop desired competency framework – sales framework, capable of building industry-leading, high performance sales professionals
  • Team workshops to engage and build confidence in strategy
  • Team workshops to upskill sales team in the application of Agile principles to their sales environment
  • Regular coaching of leadership team on emotional intelligence and ways to support their teams through this transition
  • Coaching leadership on the development and implementation of key sales tactics
  • Team workshops on key aspects of the newly developed Sales Framework – specifically pitch & presenting with confidence
  • Advisory on recruitment and retention activities
  • Team booster sessions to coach specific weekly sales disciplines


For the business:

  • Achievement of new record levels of sales for 3 consecutive months (monthly records that had stood for between 5 and 7 years)
  • Significant inflection point in sales momentum
  • Increased market share throughout a period of tight market conditions
  • Effective reset of group strategy
  • Significantly improved foundation for continued growth with the development and implementation of the sales competency framework

For leaders:

  • Deeply connected to and confident in the specific tactics employed and the overarching group strategy
  • Significantly increased ability to inspire and lead their teams through challenging times
  • Increased focus on developing team members for high performance
  • Increased ‘in-market’ focus from leaders
  • Improved ability to deliver short-term team results whilst staying committed to long-term team goals

For team members:

  • Noticeable lift in team enthusiasm and energy to pursue team tactics
  • Increased confidence pitching and delivering influential messages
  • Increased focus on revenue-related activities
  • Reduced levels of distraction on internal but non-revenue related activity
  • Significant increases in team engagement and levels of employee satisfaction
  • Noticeable lifts in commission payments
  • Improved ability to be self-directed in their own personal development as sales professionals