1.Procrastination in tackling a ‘problem’ employee
The Challenge
Following restructure, Regional Sales Manager David had recently taken over a new team of 8 sales reps. The team was gelling and performing well, apart from one ‘bad egg’. One sales rep was underperforming, negative and disruptive in team meetings, and her behaviour was affecting team morale. David was frustrated because this rep had an excellent track record for hitting sales targets, and he felt it was a reflection on his leadership.
David needed to confront the problem employee. He wasn’t sure how approach her, what to say or how to say it. He had been procrastinating for a few months and the situation was deteriorating.
The Solution
We explored what was holding David back from addressing this problem. NLP techniques helped resolved the issue and gave David the confidence to tackle the situation with confidence
Careful questioning helped David to look at the situation with the rep from various perspectives. This uncovered a new awareness of the situation, and David realised that he needed to let the rep know that she was valuable, find out what motivated her, coach and develop her.
The Result
Within three weeks, the rep was contributing to team meetings, demonstrating a more helpful approach, and had achieved her targets. David now has more confidence when giving feedback, and is more motivated to tackle difficult situations before they get out of hand
“Coaching has helped me to understand how my behaviour impacts on my team’s behaviour. I’ve been good at sticking my head in the sand hoping problems will go away. Thank you for giving me the space to explore these problems and tackle them head on, wish I’d had coaching years ago.”
David, Regional Sales Manager
If you avoid handling difficult people and situations, 1-2-1 coaching or a workshop can help you increase your skills and confidence
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