Running a Coaching Session That Actually Changes Behavior.
Most "coaching" is a deal review with a different name. Real coaching targets one behavior and comes back to it until it sticks.
Most sessions coach the wrong thing
- The wrong session: a deal review wearing a coaching label, generic encouragement, a different topic every single week.
- The right session: one specific behavior named going in, evidence from an actual call, the same behavior revisited until it sticks.
The session: four moves, one behavior, every time
- Name the one behavior before the session starts.
- Pull the evidence from an actual call, not a paraphrase.
- Ask the rep to diagnose it first, before telling them what to do differently.
- Assign one specific move for the next call.
- Follow up on the same behavior next time, not a new one.