Barriers to Effective Coaching: The Issue of Trust
By Keith Rosen
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Boss As Coach Usually Doesn't Work
As a manager or an internal sales coach for a company, there are several innate obstacles that need to be addressed for any executive sales coaching initiative to be effective and long lasting.
Let's get right to the obvious. The very nature of you being their supervisor or boss presents some problems that need to be addressed head-on, in a conversational way.
Given the parameters, guidelines and principles necessary to be a masterful coach, trust is critical to make the connection. After all, if your employees can't trust you as their manager, forget even trying to coach them. Coaching requires an elevated level of trust that transcends the typical superficial trust between employees and management.
And what if some of your salespeople already have an existing problem with you as their boss and now you're going to try to coach them? How does that get handled? Do you think your employee is going to just come out and say that? Think again.
As a result, this relationship quickly turns into more of a mentoring, rather than a coaching, relationship, and that is why companies often bring in an expert coach from the outside who doesn't have any direct ties to their business.
From: Coaching Salespeople Into Sales Champions
© 2007 Keith Rosen
ASB-014-008201
As a manager or an internal sales coach for a company, there are several innate obstacles that need to be addressed for any executive sales coaching initiative to be effective and long lasting.
Let's get right to the obvious. The very nature of you being their supervisor or boss presents some problems that need to be addressed head-on, in a conversational way.
Given the parameters, guidelines and principles necessary to be a masterful coach, trust is critical to make the connection. After all, if your employees can't trust you as their manager, forget even trying to coach them. Coaching requires an elevated level of trust that transcends the typical superficial trust between employees and management.
And what if some of your salespeople already have an existing problem with you as their boss and now you're going to try to coach them? How does that get handled? Do you think your employee is going to just come out and say that? Think again.
As a result, this relationship quickly turns into more of a mentoring, rather than a coaching, relationship, and that is why companies often bring in an expert coach from the outside who doesn't have any direct ties to their business.
From: Coaching Salespeople Into Sales Champions
© 2007 Keith Rosen
ASB-014-008201
Visit Keith Rosen's Website: http://www.profitbuilders.com
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