A sales director Surbhi avoided addressing underperformance within her team, she was very uncomfortable with having difficult conversations which led to performance issues, also leading to resentment among high performers.
She needed to confront performance issues constructively to maintain fairness and boost morale.
Coaching focused on her to first understand what the root cause is of avoiding these difficult conversations. Conflict resolution skills, empathy, and role-playing exercises to prepared her for sensitive discussions. She also learned to frame feedback in a solution-oriented way using SBI model.
After addressing the issues, team dynamics improved, and sales targets were exceeded by 15% in the following quarter. High performers appreciated the renewed focus on accountability.
She recognized the value of timely and constructive feedback in maintaining a high-performing team.
