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  • Writer's pictureClaire Davids

Are You Coaching or Coasting? Avoid These Killer Mistakes




In the fast-paced world of sales, effective coaching can be the difference between a team that merely survives and one that consistently thrives. But even the most well-intentioned sales managers can fall into coaching traps that undermine their efforts. Think your coaching skills are up to par? It's time for a reality check. Watch out for these common blunders that can sabotage your coaching efforts and hold your team back from reaching its full potential.


1. Failing to Focus: The Shotgun Approach Fallacy


  • The Mistake: If you're not coaching to specific, strategically-aligned skills, you're just spinning your wheels. Many managers fall into the trap of general, unfocused coaching sessions that touch on everything but improve nothing.

  • The Impact: Without a clear focus, your reps won't know what to prioritize. They may make marginal improvements across the board, but fail to excel in the areas that truly drive results.

  • The Solution: Align your coaching with your organization's key performance indicators (KPIs) and strategic objectives. Identify the critical skills that directly impact these metrics and make them the centerpiece of your coaching efforts.

2. Neglecting Goal-Setting: The Aimless Wanderer Syndrome


  • The Mistake: Without clear development goals, your reps will lack direction and motivation. Many coaches skip the crucial step of setting specific, measurable objectives for skill improvement.

  • The Impact: Reps may feel like they're working hard but going nowhere. Without clear milestones, it's difficult to measure progress or maintain motivation over time.

  • The Solution: Work with each rep to establish SMART (Specific, Measurable, Achievable, Relevant, Time-bound) goals for their development. Regularly review and adjust these goals to ensure continuous progress and alignment with evolving business needs.


3. Talking Too Much: The Monologue Menace


  • The Mistake: Coaching should be a dialogue, not a monologue. If you find yourself doing most of the talking during coaching sessions, you're missing out on valuable insights and failing to engage your reps in their own development.

  • The Impact: Reps become passive recipients of information rather than active participants in their growth. This can lead to decreased engagement, limited self-reflection, and poor retention of coaching insights.

  • The Solution: Embrace the power of questioning. Use open-ended questions to encourage reps to analyze their own performance, identify areas for improvement, and propose solutions. Your role is to guide the conversation, not dominate it.


4. Limiting Coaching to Field Rides: The Occasional Observer Error


  • The Mistake: The best coaches find opportunities to develop skills in every interaction. If you're only providing feedback during scheduled ride-alongs or call reviews, you're missing countless coaching moments.

  • The Impact: Skill development becomes an isolated event rather than an ongoing process. Reps may view coaching as a formal, infrequent occurrence rather than a continuous part of their professional growth.

  • The Solution: Expand your coaching presence. Look for opportunities to provide quick feedback, offer encouragement, or reinforce key skills in daily interactions. Leverage team meetings, email communications, and even casual conversations as coaching opportunities.


5. Focusing Only on Top Performers: The Star Player Bias


  • The Mistake: While it's tempting to invest most of your coaching energy in your top performers, neglecting your middle and lower performers can be a costly error.

  • The Impact: Your team's overall performance may stagnate as the majority of your reps fail to receive the development they need. Meanwhile, top performers may become overconfident or complacent.

  • The Solution: Implement a balanced coaching approach that addresses the needs of all performance levels. Develop strategies to elevate middle performers and provide targeted support to those who are struggling.


6. Neglecting the 'Why': The Context Vacuum


  • The Mistake: Coaching that focuses solely on the 'what' and 'how' without addressing the 'why' fails to create lasting change.

  • The Impact: Reps may comply with new processes or techniques in the short term but revert to old habits when not directly observed. They lack the deeper understanding necessary for true skill internalization.

  • The Solution: Always connect your coaching to the bigger picture. Explain how specific skills or behaviors contribute to individual success, team goals, and overall business objectives. This context creates buy-in and motivates lasting change.


The Path Forward: From Recognition to Mastery


If any of these mistakes sound familiar, don't panic. Recognizing these common pitfalls is the first step on the path to coaching mastery. The key is to approach your role with humility and a commitment to continuous improvement – the same qualities you seek to instill in your team.


Take a moment to reflect on your current coaching practices. Where do you see room for improvement? What one change could you make today to enhance your effectiveness as a coach?


Remember, great coaches aren't born – they're made through practice, reflection, and a relentless commitment to their team's success. By addressing these common mistakes and continually refining your approach, you can transform your coaching from good to great.


Commit to making a change, and watch as your enhanced coaching skills catalyze a new level of performance across your entire team. The journey to coaching excellence starts now. Are you ready to lead the way?

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