Business > Sales Management > Poor Performance - Fix it by Coaching
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Article rating : 0.00, 0 votes. Author : Alan Fairweather
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
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