Coaching for Performance

Coaching for performance

Coaching for Performance: A Guide to Unlocking Full Potential

As a sales manager, you continuously provide constructive feedback to your sales reps. But there’s a challenging scenario: a top-performing rep with an attitude issue. How do you address this?

Coaching for performance is about more than praising achievements. It’s about navigating the behavioural waters hindering a sales team’s growth.

The Challenge with Arrogant Performers

Some reps excel in sales but can be a friction point within the team due to their behaviour. The Arrogant Performers, often due to their high performance, might feel their achievements overshadow any negative behaviours.

Consider these behaviours:

  • Causing issues at meetings: Take John, who dismisses new company directives openly.
  • Not being a team player: Like Elaine, who takes credit but often complains about team efforts.
  • Blaming others: Rashid frequently points fingers at his manager or marketing team.

Such behaviours can create a challenging work environment. As a sales manager, it’s crucial to step in.

5-Step Process to Coach the Arrogant Performer

Addressing behavioural concerns requires a sensitive touch. Here’s a tried-and-true 5-step process:

  1. Give Specific Feedback: Start with clear, direct feedback. Use phrases like “I observed…” or “I heard you comment…”
  2. Assess Awareness: Gauge their awareness of the behaviour and its repercussions. Ask questions like, “Do you understand how this might come across?”
  3. Seek a Commitment to Change: The rep must acknowledge the need for change. Discuss their willingness and commitment to adjust their behaviour.
  4. Plan of Action: Upon commitment, help them draft an action plan. Encourage them to make it tangible by penning it down.
  5. Hold Them Accountable: Monitor their progress, celebrate improvements, and offer reminders when they revert to old behaviours.

Conclusion: The True Meaning of Coaching for Performance

Effective coaching is not just about numbers. It’s about fostering understanding and empathy and guiding a systematic change. Tackling challenging conversations with top performers can be growth opportunities.

Addressing these challenges is paramount if you aim for a thriving sales team. With this guide, you’re on the path to transforming potential disruptions into team-wide success.

Remember, coaching goes beyond words; it’s the approach that counts. In a metric-driven environment, the human aspect of sales is paramount. Coaching for performance is all about harnessing the potential of every team member, irrespective of their quirks.

Share this guide with fellow sales managers, and reach out for personalized coaching sessions anytime.




Steven Rosen - Book a Call
Steven Rosen - Book a Call

Seeking BOLD SALES LEADERS looking to build a winning team and develop a performance culture that achieves outstanding results.

Are you ready to consistently exceed your sales objectives by 10-20%?

Steven Rosen 2022

Hi, I’m Steven Rosen, and I’ve been coaching sales executives for over 20 years!


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Steven Rosen - Executive Sales Coach


Steven A. Rosen

Steven helps companies transform sales managers into great sales leaders. His focused coaching helps clients achieve greater personal and professional success. Steven is the author of 52 Sales Management Tips - The Sales Manager’s Success Guide.

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