--- title: "A Trainer & Coach's Greatest Challenge: The Transfer of Ownership" description: Coaching requires managers to address the transfer of ownership image: https://www.salesprogress.com/hs-fs/file-30752535-jpg/images/management_resistance_to_change-resized-600.jpg --- [![Progress-Coaching-Logo-not-tag-white-249px-x-56-1](https://www.salesprogress.com/hs-fs/hubfs/Imported%20images/Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png?width=249&height=56&name=Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png "Progress-Coaching-Logo-not-tag-white-249px-x-56-1")](https://www.salesprogress.com) ## ![blog-header](https://www.salesprogress.com/hs-fs/hubfs/ProgressCoaching/blog-header.png?width=256&name=blog-header.png) ## The Progress Coaching Blog ## A Trainer & Coach's Greatest Challenge: The Transfer of Ownership July 26, 2014 Posted by : [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) [0 comment](https://www.salesprogress.com/coaching-leadership/bid/103429/A-Trainer-Coach-s-Greatest-Challenge-The-Transfer-of-Ownership#comment-listing) ![A Trainer & Coach's Greatest Challenge: The Transfer of Ownership](https://www.salesprogress.com/hs-fs/file-30752535-jpg/images/management_resistance_to_change-resized-600.jpg) [coaching method](https://www.salesprogress.com/progress-coaching-blog/topic/coaching-method), [Coaching Culture](https://www.salesprogress.com/progress-coaching-blog/topic/coaching-culture), [coaching attitudes](https://www.salesprogress.com/progress-coaching-blog/topic/coaching-attitudes) ![coach's challenge: transfer of ownership](https://www.salesprogress.com/hs-fs/file-30752535-jpg/images/management_resistance_to_change-resized-600.jpg?width=351&height=234&name=management_resistance_to_change-resized-600.jpg) Recently, I met with a VP of sales at a Wisconsin manufacturing firm. He shared with me he had the typical mixed group of veterans and young sales professionals that conjured up tremendous challenges. I met with two of his veterans and within 15 to 20 minutes, I realized both were extremely adverse to the thought of being coached. When I shared this with the VP of Sales, he said “yeah it’s been like that for years”. Transitioning forward to the end of the meeting, the VP of Sales looked at me and asked a really incredible ***transfer of ownership*** question, “How long will it take you to turn these guys around?"  I responded without really answering his question by asking another question, “What do you envision is a reasonable time?"  He stated back,” I was hoping in three to four months we would see drastic improvement." In summary, I realized he was transferring the ownership of the problems that he could not solve over multiple years, but was going to use his criteria to evaluate our services in a significantly smaller window of time where he actually failed. I shared this with him using friendly and cooperative language and he looked at me and said I never even thought about it from that perspective and thank you for sharing. Our conversation transitioned to one about the transfer of ownership. I shared with him that I cannot own what these guys choose not to own; therefore, the choice of coaching is not just predicated upon the manager or the outside consultant’s willingness to coach, but also the employee’s willingness to accept coaching. We both agreed and continued forward to sign the agreement. One of the things that I think occurred to me and my client, as well, is the concept of transfer of ownership being displayed by the two veteran salespeople. The reason they weren’t having recent success had nothing to do with them, but was really the fault of the bad economy and the industry in which they resided. I asked them the infamous Tim Hagen question, “when things turn around, do you take credit or do you give credit back to the economy and the industry you’re in to actually getting better?" Both salespeople looked at me and laughed and I asked, "what’s so funny," and one of the salespeople said, "I’ve never thought about it that way." The moral the story is we need to have these conversations that are crucial in nature and straightforward with the focus on not assuming ownership for what other people choose not to own.   [![Download White Paper: Motivating Staff Through Coaching](https://no-cache.hubspot.com/cta/default/53724/7afcaf6f-4922-4f21-b0a9-e0479772fe95.png)](https://cta-redirect.hubspot.com/cta/redirect/53724/7afcaf6f-4922-4f21-b0a9-e0479772fe95) [Deliver Training in Smaller Portions for Greater Retention](https://www.salesprogress.com/coaching-leadership/bid/103411/Deliver-Training-in-Smaller-Portions-for-Greater-Retention) [The 15 Minute Coaching Session Works! {4 \* 15 > 60}](https://www.salesprogress.com/coaching-leadership/bid/103434/The-15-Minute-Coaching-Session-Works-4-15-60) ### About Author ![Tim Hagen](https://app.hubspot.com/settings/avatar/f1c7d47389e089ace5c6d5604e49f7c5) Tim Hagen Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee. Related Posts ![That's Not Coaching! A 32-Year Veteran Sets the Record Straight](https://www.salesprogress.com/hubfs/Thats%20Not%20Coaching.jpg) [That's Not Coaching! A 32-Year Veteran Sets the Record Straight](https://www.salesprogress.com/progress-coaching-blog/thats-not-coaching-a-32-year-veteran-sets-the-record-straight) [leadership coaching](https://www.salesprogress.com/progress-coaching-blog/tag/leadership-coaching), [Coaching Culture](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-culture), [learning styles](https://www.salesprogress.com/progress-coaching-blog/tag/learning-styles), [Coaching Techniques](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-techniques), [Coaching questions](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-questions) ![Build Great Workplace Cultures Through Conversation](https://www.salesprogress.com/hubfs/Build%20Great%20Workplace%20Culture%20thru%20Conversations.jpg) [Build Great Workplace Cultures Through Conversation](https://www.salesprogress.com/progress-coaching-blog/build-great-workplace-cultures-through-conversation) [leadership coaching](https://www.salesprogress.com/progress-coaching-blog/tag/leadership-coaching), [coaching conversation](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-conversation), [Coaching Culture](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-culture), [coaching programs](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-programs), [Group coaching](https://www.salesprogress.com/progress-coaching-blog/tag/group-coaching) ![Digital Handshakes Don't Feel Warm](https://www.salesprogress.com/hubfs/Digital%20Handshakes%20WCT.jpg) [Digital Handshakes Don't Feel Warm](https://www.salesprogress.com/progress-coaching-blog/digital-handshakes-dont-feel-warm) [Coaching Culture](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-culture), [AI](https://www.salesprogress.com/progress-coaching-blog/tag/ai), [future leadership](https://www.salesprogress.com/progress-coaching-blog/tag/future-leadership), [year-end review](https://www.salesprogress.com/progress-coaching-blog/tag/year-end-review), [future coaching](https://www.salesprogress.com/progress-coaching-blog/tag/future-coaching), [workplace coaching times](https://www.salesprogress.com/progress-coaching-blog/tag/workplace-coaching-times) ### Leave a Reply ### Subscribe to the Progress Coaching Blog ### Posts by Topic - 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