Whether you are a direct seller coaching a down line member, or a professional coach signing a new client contract, beginning a coaching relationship with clear expectations is important.
Creating a specific time, calling procedure, and setting a length for each session are essential logistic pieces to establish from the start. When you are contracting, the number of coaching sessions is an obvious part of the agreement. I strongly recommend that if you are coaching your down line leader, you create a beginning and an end to the coaching agreement.
You might say, “Let’s begin this Monday and go for 12 weeks (or whatever time you choose). We can assess the value for you at that time.” By setting a beginning and ending time, the coaching part of your relationship is a bit more formal. We have found that there are less “missed calls” or “I can’t meet today” when there is a finite length of time. In essence, the team member you are coaching takes it more seriously than just “I will talk to you each week.” Establishing a specific time for the call sets up boundaries that take your coaching relationship to a structured agreement. This also sets the tone of accountability from the start, an important factor in any successful coaching situation.
Lots of coaches use a Coach Prep Sheet for each session. In the DSWA audio series coming out this fall, there is a great example of a Coach Prep Sheet in the accompanying workbook. Direct sellers can use this to help their team member gain more clarity about a call.
Personally, I keep notes on the person which I am coaching. I write down their action steps for the week, and then email them to the person so they can refer to those points during their next call. In this way, the person I am coaching is always moving toward their bigger goal.
Whatever you do, make sure that you are creating a safe, defined space for the person you are coaching so they are able to set their own goals, create their action plans, and honor their time with you.
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 Facebook.
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