How many times are you faced with a distributor who knows how to create a list, but still hasn’t carved out time to write the names down?
Telling them to make a list, reviewing how to make a list, and explaining where to go to jog their memories just doesn’t get the job done, does it?
How many times have you listened to a consultant who knows how to book parties tell you she is out of parties? Telling them one more time words to say, when to call, or what to offer just doesn’t get them to make the calls, does it?
Coaching questions step behind the behavior (or lack of) to get to the limiting thoughts and beliefs.
An empowered organization is one in which individuals have the knowledge, skill, desire, and opportunity to personally succeed in a way that leads to collective organizational success.
M. Shawn Covey
Check this out.
If they lack knowledge, train them.
If they lack desire, ask questions to get them back to their emotional why.
If they need skills, coach them by asking what actions they will take to make it happen.
What I have found is that the best way to build an empowered organization is to touch each person in the way that matters most to them. If you want an empowered organization, set yourself a leadership goal to not to build more followers, but to build more leaders.
The more I observe direct selling leaders incorporate coaching, the more I am convinced that coaching is critical to empowering others to work from their strengths, reframe unproductive thinking, and step back to analyze what it takes to be more effective.
What do you think? Can direct sales leaders move people without coaching?
About the Author: Dana Phillips is Director of the DSWA Leadership Development program and founding partner of Team Connections. Get more from Dana on her Direct Selling Notebook and
{ 4 comments… read them below or add one }
Hi Dana
Thanks for this great breakdown of what to do…
thanks
Dhea
Leadership became a joy as I watched others blossom after I learned to coach. The shift from “I know it all” to “They know it all” made all the difference.
To me, being a leader in a direct sales organization is no different from being a leader in any organization in that it’s the leader’s job to “lead.” The very nature of that works says action. To take action, you need desire, skill and knowledge. And, when you look at great leaders, behind each one of them is a coach of some sort. Many leaders have coaches in several areas of their life from business coach to fitness coach. And the coach is not there to teach. The coach is there to support the leader in continual action toward desire, skill and knowledge. We should all be fortunate to have coaches in that a coach will always help us move toward our goals in life, no matter what they are.
No I don’t think direct sales leaders can move people with out coaching them. I’ve found it easy to train people but it’s takes time to master the skills as a coach. You really have to develop rapport and trust with your consultants before you can effectively coach them and help them reach their goals.