Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance or behaviour and discussing with the team member how to put it right.

The team member might respond immediately to coaching and improve the situation. However the improvement wont always be permanent and you may have to do further coaching.

When I suggest this to some managers, they see it as some kind of touchy-feely softly-softly approach. Let me assure you right now - it's not! It's about telling the team member what part of their behaviour you're unhappy with, listening to what they have to say and agreeing a way forward.

The goal is to achieve a change in behaviour that the team member is committed to and helps you achieve your outcomes.

Coaching benefits

Think of a time when somebody, a teacher, parent, boss, - coached, taught or encouraged you get better at something. When I ask this question on a seminar I get responses such as - "I felt good - inspired - motivated - pleased - confident - want to do better." This is what you're aiming for in your team

1 More productive behaviour - The first objective of coaching is to resolve the poor behaviour. If it's done properly then that's what you'll achieve. However there are other benefits.

2 The team member knows what's expected - Coaching allows you to make it very clear to your team members what is expected of them. Many mangers fall into the trap of "assuming" that the team member knows what's expected. This is the cause of many examples of poor behaviour. The team member didn't know - "reports had to be submitted by the 15th of the month." They didn't know - "they could give the customer their money back." Didn't know - "they had to be on time for the meeting." Coaching allows you to calmly and clearly, make clear what's expected.

3 The team member is motivated to change - The only real motivation is internal motivation. Coaching allows you to create the environment where the team member makes the decision to change for themselves. This means that they're more committed to the change and it's more likely to happen. It's also easier on you because you don't have to "drive" the person to make the changes.

4 They know you care - If you coach, in the way we're coming on to look at, your people will see you as supportive and understanding. They'll know that you're not just "picking" on them and that you're looking for a win-win situation.

5 It ensures a happy and motivated team - That means better results, you achieving your outcomes and there's much less stress all round.

6 Less warning interviews - If you coach poor behaviour as and when it occurs then you're likely to have far fewer warning interviews. The manager who ignores poor behaviour, lets the situation build up and then finds himself in the 'warning' situation.

Discover how you can generate more business by motivating your team! Alan Fairweather is the author of "How to get More Sales by Motivating Your Team" This book is packed with practical things you can do to get the best out of your people . Click here now http://www.howtogetmoresales.com

http://www.alanfairweather.com

In The News:


pen paper and inkwell


cat break through


Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... Read More

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... Read More

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

Baditude!

As a group of sales trainees took a break from... Read More

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles,... Read More

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... Read More

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the... Read More