Hi Daniel,

Historically, I had a similar challenge. I would spend time listening to calls, adding questions to make the feedback collaborative. Then, nada.

I went through a leadership training recently and one thing that stuck with me is that in order for proper coaching to take place, the person needs to 1) be in the space to receive feedback and 2) have the opportunity to think through a solution on their own. 

One idea that I found worked well - leave your comments private at first. Give the rep the action to listen back and come with thoughts on how it went or review it together. As you come across the points that you flagged, if they haven’t pointed out anything, pause and ask them to reflect on that portion of the call. I’ve found that more often than not they come to the conclusion on their own and it’s a great discussion together OR if they are not aware, you can ask the Q you had live. 

If that still doesn’t work, try being targeted with what you want them to do. Meaning, instead of saying “tag me in a call” or finding calls randomly - give them a specific ask: “I want us all working on discovery, please tag me in one of your discovery calls”. When you’re focused on a specific skill, it makes it easier for reps to understand where they should focus, what to bring to 1:1s etc. Then, continue to rinse & repeat until you progress. Once you’ve given the coaching/feedback, have them tag you in their next disco call where they’ve applied that feedback. Once you see progress, call that out and celebrate! 

Hope that’s helpful!

Absolutely love this response, thanks a lot! Going to start doing it.

Thanks!!