Coaching for Results

Coaching/Counseling

We have developed the coaching model here, for use with performers all along the spectrum. Depending on where someone is (70/20/10) your coaching may be more collaborative and less directive, or more directive and less collaborative.

Consistency is the key to successful coaching. In order to create a “culture of accountability” within your organization, you must communicate what you want, and then follow-through to assess progress and results.

For your Bottom 10, define desired outcomes, meet frequently, give support/training if need be, and then act decisively. If you allow your Bottom 10 to stay, you unwittingly communicate to everyone else that lackluster performance is acceptable.

Be prepared to deal with the following coaching challenges:

Salesperson “too busy” to be coached
• Politely insist
• Go to them
• Make it fun

Not being prepared
• Delay the meeting
• Ask when he or she will be ready

Talking too much:
• Reiterate time constraints
• Use a timer

Bringing other issues into the session:
• Make a follow up appointment to discuss

Not doing what he or she agreed to:
• Counseling

At the end of the day coaching is about helping your people to succeed and having real conversations with them that ENABLES them to do the right activities. Coaching is one of the most powerful ways to motivate and demonstrate thoughtful leadership.

Let me know how it goes.