Coaching for Results

He's a very successful sales manger who craves results. He can't be bothered with people who don't produce. They are losers. He always produces the numbers year after year. The question is does he do it through bullying or coaching?

What's the difference between bullying and coaching? This was one of the questions that ran through our mind when we were talking about Dave.

Coaching, for us, is making people do what they don't necessarily want to do in order to achieve, to be successful.

But for Dave, success does not come naturally. We are all lazy and basically don't want to work anyway. He believes we especially don't want to work hard. We don't like pain, psychological or physical, and therefore, he believes, unless he's there giving people a good kick up the backside nothing happens. He accepts the sales targets from the CEO and the team have to deliver on them. To him personal bests are there to be broken. Its about breaking sales records. Hitting the sales targets. Getting the bonuses. If your personal best is below target then improve. Try harder. He only sees potential in the sales force and gets really, really irritable and frustrated when they don't respond. He really cares about the business and the individuals. He just hates watching talent being wasted.

Dave also believes success in sales is a direct reflection of the amount of work that has been put in before the event. There is no point is setting out to achieve leading edge targets if you don't put the work in on each individual before hand. Dave sees his job as motivating others to excel. People like Mike. Mike has plenty of talent. He oozes talent but he seems to stop short of full implementation. He talks a good story, has a lot of promise but appears to rest on what he has done. Capable but??stuck in the groove. Like a number of us, Mike has worked out what worked for him in the past and keeps replicating it. Yes, he always hits his sales target. But only just and Dave feels he has so much to offer. So much more talent. His talent is being wasted in Dave's eyes.

Dave believes that sales people do not under perform because they want to. They under perform because someone or something has got to them. The question is what? After spending a great deal of time with Mike, Dave began to realise it was historical. Mike had worked for a sales manager who had given him a lot of promises and in a nut shell had never delivered on the promises. The result was that Mike didn't really believe sales managers any more, didn't believe that they believed in what they were saying. Mike believed that Dave was just another sales manager who would say what was necessary to get him to hit target and that was that. He had heard all the buzzwords before and basically had come to understand that the more buzzwords that were used the more difficult it was to identify any passion and commitment to either the staff or the product.

After a number of long discussions with Mike. Dave told Mike that in his opinion he had allowed himself to become a victim. A victim of circumstances. Never allow yourself to be a victim especially a victim of circumstances. If you allow yourself to be the victim you will always be the loser. You must always work to change the circumstances. They worked together to change the circumstances. Gradually Mike started to believe that perhaps Dave did have passion for the company, products and the people. Mike in turn started to reach for the stars. To find his true potential.

Dave believes passionately, that the results are always in the detail. The more effort he puts in on one to ones. The more effort he puts into the team. The more they talk and work together. The more they believe in each other. The more they get through the buzz words and understand the passion, what makes each of them really tick. The more they understand how committed everyone is to being successful. The more he knows that they will reach their, monthly, quarterly and annual targets. He leaves no stone unturned. He gives his all to the people that work for him..

Dave gives them the world, all he asks is that they make the effort and have a passion for what they do.

Is that bullying or coaching?

Graham and Julie www.desktop-meditation.com

To improve your intuition, initiative and energy levels please go to: http://www.desktop-meditation.com

---

Ten Benefits of Having a Relationship Coach

As a Master Certified Relationship Coach, I work with singles... Read More

Leading Grief Groups: The Preliminaries

Preparation: If you desire advertising the group, announcements need to... Read More

A Murder Mystery Puzzle for You to Solve

Anybody who has visited my website at Motivation & Self... Read More

3 Easy Steps to Low Stress Communication

Life is all about choices. And so is the way... Read More

Curbing the Public Nuisance (Part 2)

Yes, that pillar of society that has been with us... Read More

The Long Way

I wrote you about four years ago, when my eight... Read More

Pecked to Death By Ducks

Ever been in a situation where it seems like minor... Read More

Kabbalah Coach: Love the One Youre With

IntroductionEvery one of us came to the planet to figure... Read More

Good, Good, Good, Good Intentions

I always do a lot of thinking about good intentions... Read More

Being an Emotional Victim

None of us like to think of ourselves as victims.... Read More

Your Past and Present Hold Key to Your Future

Knowing more about who you are will give you the... Read More

Assertive Communication: 20 Helpful Tips

Most of us know that assertiveness will get you further... Read More

Getting What You Need: Ask For Help!

"Fortune befriends the bold." - John DrydenI regularly work with... Read More

Coaching Book Review: The Coach: Creating Partnerships for a Competitive Edge

Leaders today have many challenges when it comes to guiding... Read More

Key Questions for a Coaching Conversation

There are 2 key skills that coaches need to be... Read More

Executive Coaching

The higher you climb the ladder in this organization, the... Read More

The Power of Online Memberships

Have you ever noticed geese flying overhead, whether that be... Read More

How to Tune In Your Brain & Feel Confident with People in Moments

One day when I was in school, many years ago,... Read More

Lovers Remorse

Direct Answers - Column for the week of July 29,... Read More

That Little Bit Of Extra

The "little bit extra" is a very powerful concept to... Read More

Im Gonna Die MY Way

My wife says I have the strangest taste in movies.... Read More

COACHING: When it?s Beyond Oprah and Dr. Phil

How many more servings of the daytime self-help salad will... Read More

Boost Your Self-Esteem

What Is Self-Esteem?Self-esteem literally means to esteem, or respect, yourself.... Read More

What Is A Personal Trainer

Imagine stepping into the gym for the first time in... Read More

Finding a Mentor in the 21st Century

Traditionally, mentors volunteer the wisdom of their experiences to help... Read More

The Art of Change

We don't change. I imagine such a statement could find... Read More

Every Obstacle Always Presents an Opportunity

In ancient times, a King had a boulder placed on... Read More

How to Make $100,000 as a Personal Trainer

In the movie, "The Gladiator," Emperor Commodus' rose to power... Read More

Top Ten Tips for Living Authentically

1. Know your purposeAre you wandering through life with little... Read More

The Value of Career Coaching and Its Effect on Productivity

Athletes the world over have coaches. Yet, workers whose very... Read More

We Are Exactly Where We Choose to Be

The idea for this month's newsletter came from an unlikely... Read More

Viewpoints - Communication Destruction Or....

Viewpoints! Everyone has them and they are personal. However, when... Read More

What Are Your Priorities?

"The indispensable first step to getting the things you want... Read More