10 Worst Coaching Practices
The Devil Wears Prada
You get it -- coaching is important.
You don't do it enough.
You want to do it more.
Stellar coaching can make your job SO much easier. Why does it often fall into the ‘nice to do’ category?
It will stay there until sales managers get compensated for quality coaching. Am I crazy?
If you’re going to coach at all, make sure your approach motivates change and minimizes defensiveness.
Here are the 10 biggest mistakes rookie (and sometimes seasoned) coaches make:
1. Leading with leading questions... Anything that sounds like:
“What's going on with…?"
“Is this still going to happen?”
“When can I count on this to close?”
“All ok with the pipeline?”
“Another delay?”
2. Lack of an objective or desired outcome for the coaching session
3. Skipping your homework before the session: (CRM, google prep check)
4. Talking too much (to show how much more you know more)
5. Not asking what the coachee wants to get out of the conversation
6. Trying to change more than 1 behavior
7. Presenting your solution before asking questions
8. Not setting firm next steps
9. Not linking one coaching conversation to the next
10. Confusing general management vs SALES Management
Coaching is a sales conversation. A coach needs to master motivating behavioral change.
Understanding the drivers of results will drive the motivation and predictability that helps you sleep at night.