Situational Coaching is having the ability and agility to converse with people no matter the situation. This requires a coach to know what questions and what strategies to utilize specific to the situation. For example, let's take two various situations that are typical in today's workplace. First, what if we have an employee who's really performed well and is considered a high potential talent, but there are no job openings in terms of promotions? You know that this person might start to look for jobs due to the lack of opportunities, but you know that down the road that this person is a keeper and more importantly that the organization would benefit by maintaining this talent. What does that conversation look like? How does one even have that conversation? How does a coach even start that conversation?
Let's be honest, tracking sales such as leads does not drive sales performance. Tracking won or lost sales also does not drive sales performance. So why do I bring this up? Recently, I met with a sales organization in the manufacturing sector that was telling me they meet with the people every single week for coaching sessions. When I asked her what was the basis of the sessions in terms of what was conducted, she started to tell me typical answers that are related to the top and the bottom of the sales funnel such as:
Gallup organization's research shows that less than 30% of employees are truly engaged. However, it also states that 85% of employees who are engaged have said that they are going to stay with their current employer and are not looking for another job.
Coaching is not managing. Managing is telling your employees what to do, when to do it, and how to do it. Coaching, on the other hand, is a way for managers to guide employees toward figuring out these answers for themselves. By doing this, employees feel more engaged, motivated and prepared to handle future projects and problems they may have. Employees progress with coaching.
Progress, productivity, sales, income. Every manager would like to see an increase in each of these categories. That increase is directly related to an increase in motivation. When employees are motivated they get more done, and overall they do a better job. Employee motivation is the key to success in the work place.
I have found great success in developing salespeople through what we call peer-to-peer coaching. As a manager, you may have two salespeople on your team that need development of a particular sales skill or knowledge around a product that they are selling.