Before your next coaching conversation, ask yourself one question:
Am I putting more effort into this salesperson’s success than they are?
I’ve been there! Coaching isn’t about wanting success badly enough for someone.
The salesperson has to be willing to look at what’s not working, try something different, and actually do the work.
PLUS once you decide they are willing, you then need to diagnose the issue:
Can’t? Remove the roadblock.
Won’t? Coach the belief or behavior.
Don’t Know How? Teach the skill.
Before you schedule another coaching session this week, determine if they’re willing & diagnose first.