How do you handle those who don’t want to be coached? Coach them anyway.

We have all had the reps on our team that aren’t hitting their numbers, and need some tweaking in attitude or skill to be successful. A formal coaching program is one option and ales leaders often ask us which sales coaches and programs we endorse, but what do you do about the reps that don’t seem to want your advice and are resistant to coaching? Keith Rosen has an interesting take – If They Don’t Want To Be Coached, Coach Them Anyway.

“Rather than implementing a structured coaching program with them, what if you simply communicated with them like a sales coach would do from a coaching perspective? Rather than come across in an accusatory, curt or negative tone (i.e. “Why didn’t you close that sale?” “Are you going to reach your numbers?” “Here’s where you messed up and missed the mark.”) Simply start a conversation by asking better questions instead”

The approach is Dale Carnegie-esque and I have seen it work. Rather than coach someone, ask them questions that essentially initiate self coaching – ie. “what was your goal from the call?”… “have you thought about this or that” Rosen offers a list of possible questions on his blog:

http://blog.profitbuilders.com/archives/490