However, traditional management is. The reason is simple, people don´t expect someone to tell them how to do their job. They want to be held accountable for it and at the same time be developed to continue growing.
As a manager, your main goal still is territory management but you need to add coaching to increase your team´s performance.
For this, other skills are needed besides being good with numbers and negotiation.
Here are some tips on how to increase your coaching skills:
- Keep the channel of communication open. Remember that everyone´s style of communication is different and you must adapt to them and not the other way around. Ask yourself a few questions before interacting: do they take their time to speak or do they like to speak non-stop? do they like to listen or prefer to speak their mind? do they focus easily on the task at hand or more on people? The more you reflect their style on yours the more comfortable they´re going to feel during the interaction.
- Most of the time, there are no “good” or “bad” employees, only untrained or underdeveloped skills. Focus specifically on the skill you are trying to help them develop (and not the person as a whole). Have you shared with them your expectations about how should they do this particular skill? Are they eager to do it but have no clue how to start? Do they usually use the skill in a proficient way or not? The more you understand this the better you are going to provide effective coaching.
- Remember that it´s your coachee who has to master the skill, not you. If you do the task yourself and not let them practice it, there´ll no learning. You can advise and guide but never should you do the task for them.
- There´s no learning without actions or follow — up. Whenever you do a coaching session end it with an action and a due date. For example: does your salesperson need to increase the number of sales calls? Ask them to increase their volume gradually on a weekly basis and review progress together with the same frequency and some more coaching. This kind of follow-up will help you make permanent changes in behavior.
No person is the same as the other and we need to treat them differently to get results in people's development.
What do you think about these tips. Have you encountered this kind of obstacles before? Please comment!