A suitable solution for mindset and ability needs

When Performance Matters

A suitable solution for mindset and ability needs

One of the hardest things to determine as a coach is whether a shortfall in performance is due to mindset or skills/knowledge.

The table below provides some questions you can ask yourself to determine whether there is an ability or motivation need – or both.

If a lack of motivation or attitude is limiting a coachee’s performance then you need to bring this into the open and identify its cause. This should always be resolved before attempting any development of a coachee’s ability. In other words, you need to discuss and resolve any opportunities to improve motivation during Step C, before moving onto Step D, where skill coaching takes place.

This approach ensures there is ‘ownership’ of the need to improve and a willingness to succeed. This also gives you an opportunity to work on or enhance knowledge, skills or ability through development activities.

Ability

A quantitative measure of knowledge, skills or ability to perform the role

Questions you would ask yourself:

  • Can they meet standards, targets and objectives?
  • Have they done it before?
  • How consistently? (etc.)

Motivation

A group of qualitative measures and opinions about a person’s approach to their role

Questions you would ask yourself:

  • How confident are they?
  • What do others think of them?
  • Willing to try? (or to change?)
  • What is their confidence level?

If a lack of motivation or attitude is limiting a coachee’s performance then you need to bring this into the open and identify its cause. This should always be resolved before attempting any development of a coachee’s ability. In other words, you need to discuss and resolve any opportunities to improve motivation during Step C, before moving onto Step D, where skill coaching takes place.

This approach ensures there is ‘ownership’ of the need to improve and a willingness to succeed. This also gives you an opportunity to work on or enhance knowledge, skills or ability through development activities.

“Believe in yourself! Have faith in your abilities! Without a humble but reasonable confidence in your own powers you cannot be successful or happy.” NORMAN VINCENT PEALE

 

Author: Fullbrook, Heslop, Morden and Sellwood. Prosell Australia

 

 

 

 

 

 

 

 

 

 

Training & coaching programs for sales, management, call centre and customer service teams delivered in Sydney, Melbourne & Brisbane.Training and coaching courses for sales and customer service teams delivered in Sydney, Melbourne and Brisbane Australia.Contact us: Prosell Sales Training Company Head Office: Sydney, Melbourne, Brisbane and Australia.

 

 

 

 

 

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Prosell provides training and coaching for call centre, customer service and sales management teams in retail and corporate sales across Australia - Sydney, Melbourne, Brisbane, New Zealand & Asia Pacific.

 

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