Coaching for Results

He's a very successful sales manger who craves results. He can't be bothered with people who don't produce. They are losers. He always produces the numbers year after year. The question is does he do it through bullying or coaching?

What's the difference between bullying and coaching? This was one of the questions that ran through our mind when we were talking about Dave.

Coaching, for us, is making people do what they don't necessarily want to do in order to achieve, to be successful.

But for Dave, success does not come naturally. We are all lazy and basically don't want to work anyway. He believes we especially don't want to work hard. We don't like pain, psychological or physical, and therefore, he believes, unless he's there giving people a good kick up the backside nothing happens. He accepts the sales targets from the CEO and the team have to deliver on them. To him personal bests are there to be broken. Its about breaking sales records. Hitting the sales targets. Getting the bonuses. If your personal best is below target then improve. Try harder. He only sees potential in the sales force and gets really, really irritable and frustrated when they don't respond. He really cares about the business and the individuals. He just hates watching talent being wasted.

Dave also believes success in sales is a direct reflection of the amount of work that has been put in before the event. There is no point is setting out to achieve leading edge targets if you don't put the work in on each individual before hand. Dave sees his job as motivating others to excel. People like Mike. Mike has plenty of talent. He oozes talent but he seems to stop short of full implementation. He talks a good story, has a lot of promise but appears to rest on what he has done. Capable but??stuck in the groove. Like a number of us, Mike has worked out what worked for him in the past and keeps replicating it. Yes, he always hits his sales target. But only just and Dave feels he has so much to offer. So much more talent. His talent is being wasted in Dave's eyes.

Dave believes that sales people do not under perform because they want to. They under perform because someone or something has got to them. The question is what? After spending a great deal of time with Mike, Dave began to realise it was historical. Mike had worked for a sales manager who had given him a lot of promises and in a nut shell had never delivered on the promises. The result was that Mike didn't really believe sales managers any more, didn't believe that they believed in what they were saying. Mike believed that Dave was just another sales manager who would say what was necessary to get him to hit target and that was that. He had heard all the buzzwords before and basically had come to understand that the more buzzwords that were used the more difficult it was to identify any passion and commitment to either the staff or the product.

After a number of long discussions with Mike. Dave told Mike that in his opinion he had allowed himself to become a victim. A victim of circumstances. Never allow yourself to be a victim especially a victim of circumstances. If you allow yourself to be the victim you will always be the loser. You must always work to change the circumstances. They worked together to change the circumstances. Gradually Mike started to believe that perhaps Dave did have passion for the company, products and the people. Mike in turn started to reach for the stars. To find his true potential.

Dave believes passionately, that the results are always in the detail. The more effort he puts in on one to ones. The more effort he puts into the team. The more they talk and work together. The more they believe in each other. The more they get through the buzz words and understand the passion, what makes each of them really tick. The more they understand how committed everyone is to being successful. The more he knows that they will reach their, monthly, quarterly and annual targets. He leaves no stone unturned. He gives his all to the people that work for him..

Dave gives them the world, all he asks is that they make the effort and have a passion for what they do.

Is that bullying or coaching?

Graham and

To improve your intuition, initiative and energy levels please go to:

More Resources

Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting

More Coaching Information:

Related Articles

Key Questions for a Coaching Conversation
There are 2 key skills that coaches need to be truly effective, the ability to listen (often for what is missing rather than what is said) and the ability to ask the right question at the right time.Now in reality there are no 'right' questions, there are however some very good, and fairly generic questions that when asked which can make a significant difference to the way in which a coaching interaction progresses.
Empowering Vision
Playing Our Part:Sir Michael Costa was conducting a rehearsal, in which the orchestra was joined in a great chorus. About half way through the session, with the trumpets blaring, drums rolling, and violins singing their rich melody, the Piccolo player muttered to himself, "What good am I doing? I might as well not be playing.
What is Life Coaching?
An recent article in Money Magazine said that "A coach may be the guardian angel you need to rev up your career." In fact, if you pick up any major newspaper or magazine, you are bound to come across a glowing article on coaching.
The Top 10 BEST Things About Having a Coach
Obviously, there are many wonderful things about having a personal coach to support and encourage you. Everyone develops their own working relationship with their coach, and each situation is unique.
Do you know WHAT MAKES ME MAD?? It makes me SO MAD I just want to...
Sound familiar? If you want to manage anger, the only way of doing so is to listen to your self-talk. This doesn't mean listening to yourself talk.
Grow Through It
It's past bedtime for most working men. It's not unbearably late and I have no appointments tomorrow morning so I sit here and contemplate.
Your Personal Treasure Chest
Sometimes it is helpful to review several of the basic components of THE ENCHANTED SELF. That's what I've decided to do this time.
Different New-Years Resolution - Pass-It-Forward
Every 12 months, as the New-Year rolls around, we all brag about our New-Year's Resolutions. With inflated chests and with all the authority we can muster, we announce to any and every available ear, that we're going to lose weight, stop drinking and smoking so much, as well as spend more time with our family, in addition to investing more time down at the gym.
Taking The Coach Approach
When you use what you go through to grow through, you take the coach approach. I am suggesting that you hire your own counsel.
Saying NO to Good Opportunities!
Tracey started her video production company 2½ years ago, and after struggling through the start-up phase, she was finally reaping the fruits of her labor. When we talked, it was clear that she was ready to move onward and upward but didn't know how to go about doing it.
5 Keys to Powerful Communication
As a coach that specializes in marriage, couples and family coaching, it is critical to develop strong and clear keys for communication. How many times have you been faced with a difficult feeling or occurrence that you are reluctant to discuss with your partner? You probably thought, "If I just don't say anything, I can get past it"?The problem is most of us can't get past it.
Action NOT Reaction
Do you feel you are in charge of your life do you really believe that you control your destiny? Or you are of those people who feel manipulated all the time, they are doing things and they don't know, why? Do you have the sense that you are a wooden puppet that someone else pulls the strings?I have an answer for you.Psychologists have proven that human decisions are based on emotions, and once an emotional decision is made they use their logical part of the brain to justify that decision.
Mentors and Coaches: How to Find a Great Mentor
A career coach or mentor is a person who can guide you with the benefit of their experience. He or she may be someone more senior from within your organisation or someone external to your organisation who has been successful in the field or skills you want to develop.
Choosing The Right Coach
Coaching has become a very popular way for people to get the ongoing support they need to accomplish their goals. However, choosing a coach can be tricky.
Choosing an Apprentice
Along the path from where you are now to millions in revenue, thousands in readers, tens of thousands of prospects, or hundreds of clients -- whatever criteria you use to define success for your coaching..
Whats Next Syndrome
Terms like Postpartum, Post Traumatic and Post Gulf War are all well-known Syndromes - mysteries no longer to the medical community or even those of us who count ourselves among the great unwashed. We hear and read everyday about the negative outcomes from life-threatening trauma.
Developing Will Power and Self Discipline
Most people admire and respect strong individuals, who have won great success by manifesting will power and self discipline. They admire people, who with sheer will power, self discipline and ambition, have improved their life, learned new skills, overcame difficulties and hardships, reduced their weight, rose high in their chosen field or advanced on the spiritual path.
Surviving the Workday in Your Organization
Most people suffer from stress at some time during the day. When you recognise your own peak and low energy levels, you can work with your body clock to maintain high productivity and alertness.
How to Make $100,000 as a Personal Trainer
In the movie, "The Gladiator," Emperor Commodus' rose to power early on because he realized what was most important to the people of Rome. Most would believe influence would be gained by the accumulation of wealth and fame.
What in the World is Life Coaching?
In my speaking engagements I have often compared coaching today to psychotherapy in the 1920s. The level of public understanding of coaching, outside of people in a certain socio-demographic category, is still in its infancy.