“Well I told him what to do, why will he not take coaching?” ~ inside sales manager
I will admit that is all of the conversation I heard – yet my brain started up a bit like a chainsaw.
I started to wonder if the manager was actually coaching or merely telling people on the team what to do…. THINKING that was coaching.
For a moment let’s look at the ICF Definition of Coaching – partnering with clients in a thought-provoking and creative process that inspires them to maximize their personal and professional potential.
Nothing about TELLING in there.
Here are the UpYourTeleSales Top Three Things To Remember about coaching;
1. The salesperson has to believe you have their best interest and success as the ONLY thing on your agenda for a coaching conversation.
2. You are there to help them figure out what is holding them back and guide them in a solution.
3. As Won’t concepts (the ones that stop people from doing what they know needs to be done) are the inside stuff holding a salesperson back, coaching conversations will be introspective feeling conversations.
click here for more on Can’t Won’t Don’ Know How