How would you adapt your coaching approach to different personalities while managing limited time resources?

Once, I had a student who was very skeptical about the training. I asked him about his long-term goals, and when he shared them, I showed him how the session could help him achieve those goals. This approach helped to eliminate any skepticism.

I had a VP of Sales who struggled to manage time while trying to understand each rep’s unique strengths. - Use quick personality tests - Analyze performance trends - Prioritize urgent coaching needs Sell smart, close with confidence

Para llevar tus sesiones de coaching al siguiente nivel, es clave comenzar con una evaluación profunda de las necesidades Conoce a Cada Individuo: Comprende los rasgos de personalidad, estilos de aprendizaje y motivaciones de cada miembro del equipo. Utiliza Herramientas Adecuadas: Realiza reuniones individuales o usa evaluaciones de personalidad para obtener datos precisos. Personaliza y Adapta: Con datos precisos, ajusta tus sesiones de coaching para que sean más significativas. Asegúrate de que cada interacción esté alineada con las necesidades. Genera Resultados Tangibles: Al personalizar tu enfoque, no solo aumentarás la efectividad de tus sesiones, sino que también fomentarás un ambiente de trabajo más colaborativo y motivador.

Listen for and speak to their paradigm of the world. If they get too off-topic, I will stop them. I make clear that I am here for and responsible for creating measurable results.

One size fits none when it comes to coaching. Start with a quick but deep dive into understanding each client's unique needs, strengths, and pain points. Use brief personality assessments or direct conversations to get a snapshot of what drives them. Are they data-driven, or do they thrive on creative freedom? Use this intel to tailor your approach. Prioritize the most pressing needs that align with your coaching goals. This ensures you’re hitting the mark without wasting time on irrelevant content. When you get this right, every minute of coaching is impactful and purposeful.

One of my clients wanted faster results, but we needed clear objectives to stay focused. - Set measurable goals - Use SMART framework - Align objectives with KPIs Sell smart, close with confidence

Ensure each session has clear, specific goals. This keeps everyone on track and maximizes time spent together, focusing on achieving the most impactful outcomes.

If SMART goals were working so well, everybody would achieve their goal all the time. It's clearly not the case. 1. The first answer is to be sure that our goal (the WHAT) is not a HOW! 2. Make sure you have a strong WHY to have this goal on your short list. If the goal has no reason, then ditch it! 3. The other tricky part is the WHEN Aften all you don't control much, you can influence quite a bit... but X might happen to. Be gentle with the date. Don't make it too short .... don't push it away to far either

Most effective approach in setting objectives I have come across is SMART (Specific, Measurable, Attainable, Relevant, Time-based). If the objective is described Specifically enough so it can be understood by anyone, if it can be Measured so to recognize when it has been achieved, if the person is capable and equipped to Attain it, if achieving the objective is Relevant for the person and her organization, if there is very clear Timeline after which the achievement of the objective is not valuable nor relevant any more, then the chances for achieving objective are maximized. But this is not enough. Defining a clear higher purpose, a very personal vision that will be fueling the fire required for overcoming any obstacle is as important.

With limited time, setting clear, personalized objectives is crucial. Define specific goals for each team member based on their personality and needs. This helps streamline motivation and the coaching process, ensuring each session is purposeful and progress-driven.

I had a client who was analytical, while others were more instinctive. My methods had to vary accordingly. - Customize training formats - Adapt communication styles - Offer real-time feedback Sell smart, close with confidence

Adapt or die isn’t just a survival tactic; it’s a coaching necessity. Develop a toolkit of diverse coaching methods—think direct instruction, role-playing, or reflective questioning—and switch them up based on the client’s learning style and energy levels. With some clients, you may need to be direct and structured; with others, a more relaxed, conversational style might work better. Flexibility allows you to maximize the impact of every session. This adaptability shows clients that you’re attuned to their needs and capable of guiding them through change, even with limited time.

Adapt your style to fit different personalities. Some may thrive with structure, while others need a more hands-off approach. Tailor your communication and techniques to their individual preferences, even when time is tight.

We all have way to compute information. As a NLP Master practitioner, it is important for me to understand who I have in front of me. It is even more important THEY understand it too so they can adapt to client, management etc...

A few years ago, I was coaching two sales reps with completely different personalities. One was analytical—he loved spreadsheets, needed details, and thrived on logic. The other was more of a go-getter, energized by interaction, quick decisions, and action. We had limited time each week to meet. For the analytical rep, I shared numbers and gave him space to ask questions and reflect. For the go-getter, I kept it high-energy and concise, focusing on quick wins and immediate next steps. Both got what they needed, and I stayed efficient by adapting my style, not the content.

A director I coached struggled with managing time across team coaching sessions, so we streamlined the process. - Block specific time slots - Automate scheduling - Leverage group coaching Sell smart, close with confidence

The clock is ticking; make every second count. Be ruthless with time. Start sessions with a concise agenda that you stick to, ensuring each minute is purposeful. Break down longer coaching goals into shorter, actionable steps that can be tackled quickly. Use time-blocking techniques to avoid over-committing and to keep sessions short and sharp. Leverage asynchronous communication tools for quick check-ins or feedback between sessions. Effective time management isn't about cramming more in—it's about making sure what you do is high-value, relevant, and focused on outcomes.

Time Management always goes hand in hand with prioritization. Time is limited, so if invested wrong it creates multiplied negative effects. Here are some mistakes I did which if you manage to avoid you should be good. First mistake I did as sales manager was to mostly focus on underperformers or average performers. Second mistake I did was focusing on the outcomes and results only. Third mistake was loosing coaching position and allowing my own prejudice and emotions to guide me. Fourth mistake was not explaining in advance to my sales team what is coaching and what is not coaching. Fifth mistake was not choosing the right time and situation that is optimal for coaching conversation.

Prioritize your time by grouping similar coaching topics. This allows you to handle multiple coaching needs efficiently while maintaining a personal touch.

Priority used to be singular. Only singular. There was one priority! Therefore, we need to find the 3 most important and urgent (possibly annoying) things to do. It's that simple. Not easy. As usual, practice and testing is your best ally.

Actively listen and ask the right questions. This helps you quickly identify areas to focus on without needing long, drawn-out discussions.

I helped a Sales Head refine communication with a mix of introverts and extroverts on the team. - Practice active listening - Use role-play exercises - Tailor feedback delivery Sell smart, close with confidence

Escucha Activa ??: No se trata solo de oír, sino de entender. La escucha activa te permite captar no solo las palabras, sino las emociones y motivaciones subyacentes, construyendo una conexión genuina con cada individuo. Preguntas Perspicaces ?: Las preguntas bien formuladas no solo desvelan información crucial, sino que también inspiran reflexión y auto-descubrimiento. Comentarios Constructivos : El feedback es más que una simple observación; es una herramienta para el crecimiento. Proporciónalo de manera que resuene y motive, ayudando a tus coachees a superar desafíos y alcanzar sus metas.

Clear is kind; unclear is unkind. When time is tight, clarity in communication becomes your greatest ally. Simplify complex ideas and use relatable examples to make them stick. Tailor your language to match the client’s style—some prefer straight facts, while others need storytelling to resonate. Encourage clients to summarize key takeaways at the end of each session to reinforce understanding and accountability. Good communication isn’t just about speaking; it’s about listening deeply and responding thoughtfully. This keeps sessions efficient and ensures your message lands exactly where it needs to.

With rapidly evolving market trends, I encouraged a VP of Sales to invest in ongoing learning despite time constraints. - Create microlearning modules - Assign reading between sessions - Use peer-to-peer learning And don’t forget to sell smart, close with confidence.

My approach always starts with personal goals. On the first day of training or coaching, I ask participants about their challenges and what they are looking to achieve. I then work to align their personal goals with the company’s objectives. This helps me avoid discrepancies and misunderstandings.

A few years ago, I worked with a sales leader known for her sharp techniques. But over time, her team’s performance plateaued. One day, she observed a colleague using new sales tactics learned from a workshop. At first skeptical, she noticed how much more engaged the salesperson was and how effective the session became. This was a wake-up call. She then committed to continuous learning, attending workshops, and updating her methods. In a few months, her team’s performance soared. The lesson? To stay effective as a coach, you must be a lifelong learner and adapt to new strategies.

In my own experience, the only way to truly continuously learn is by finding your own life calling. If it is sales coaching, you will never have to worry about staying out of date, missing important trends, innovations, not being tuned to most valuable sources, and most importantly not being connected with others who are as passionate as you are about sales coaching. If sales coaching is your true calling you will try to use every moment to hear, see, feel, learn something new about sales and sales coaching. I warmly recommend reading the book "Mastery" by Robert Greene.