Effective sales coaches know how to find balance - You can’t be all one way all the time. Sometimes you need to be firm Sometimes you need to be tough Sometimes you need to be accountable Sometimes you need to be the inspiration Sometimes reigniting means firing them up. And that fire can come from showing some tough but fair love, it can also come from positive reinforcement. Spend time understanding your sales rep and know what works for them in certain situations. It’s never one size fits all.

People don't get into sales because they love it (although many do); they get into sales to achieve an outcome that motivates them. Unfortunately, 'demotivators' can neutralize the motivation. When there's a loss of motivation with sales people, there's always a cause. The manager's job is to identify it and to determine if it's fixable. If so, the job then becomes to guide the rep along a success path and for the rep and manager to hold each other accountable.

If a sales trainee is disengaged, I start by having an honest conversation to understand what’s really going on. Instead of jumping straight into solutions, I listen closely to identify any underlying frustrations or obstacles. Often, it's about realigning them with the goals that once motivated them. I then focus on setting short-term, achievable goals that build momentum. Small wins can be powerful in restoring confidence. Lastly, I mix things up—whether it's assigning them new responsibilities or getting them involved in a new project. Sometimes, a fresh challenge is all it takes to reignite their passion for the job.

This is exactly what coaching is made for. Have a coaching conversation with your disengaged sales rep. The biggest challenge might be if you are at the same time their supervisor and a coach. Then they will always have in the back of their head that you are evaluating them. In that case, if you have a truly transparent and trusting relationship, you can have a coaching conversation to help them get unstuck. If you don't have a transparent and trusting relationship, and sales just cannot pass the fact that you are their supervisor, hire an external coach. Do not see it as your personal defeat or that you lack coaching skills, it is just the way it is. Do not waste time because that sales target has a deadline.

Efectivamente, la desconexión y desmotivación puede venir de un problema más profundo. En ese caso, necesitamos identificar y entender la situación y emociones de ese vendedor (o de tu cliente). ?cómo? - Empatía; observa la situación desde la perspectiva de la otra parte. - Asume; si sabes que hay algo le ha molestado o está incomodando, verbalízalo --- Cuéntame, hay algo más que... - Deja que hable. Mantente en silencio para que la otra parte tenga tiempo de pensar y responder. - Identifica desde qué emoción está hablando y etiquétala: --- Parece que... (te disgusta, esa situación te frustra) --- Da la impresión que... - Nuevamente deja que hable. - Realiza preguntas abiertas que lo inviten a dar una solución. Involúcralo en la solución.