Updated: Jun 30
Having a coachable account executive is essential for driving sales growth and maximizing performance. Coachability is the willingness and ability to receive feedback, learn from it, and make necessary improvements. However, not all account executives possess this trait, and it can hinder their professional development and impact overall team success.
Let’s explore five signs that indicate your account executive may not be coachable and provide strategies to address these challenges effectively.
#1 They're resistant to feedback.
A clear sign of a non-coachable account executive is a resistance to feedback. If your executive consistently dismisses or ignores feedback, it hinders their growth potential.
To address this, create a culture that encourages open communication and emphasizes the importance of feedback. Foster trust and provide constructive feedback in a supportive manner, highlighting the benefits of learning and growth.
#2 They lack internal initiative.
Account executives who lack initiative may struggle with coachability. If they fail to take proactive steps to improve their skills or seek opportunities for self-development, it can hinder their progress.
Encourage a growth mindset by setting clear expectations, offering resources for skill development, and incentivizing continuous learning. Emphasize the value of personal and professional growth and highlight success stories of individuals who embraced coaching and achieved exceptional results.
#3 Blaming others or no personal accountability.
Accountability is a crucial aspect of coachability. If your account executive consistently avoids taking ownership of their mistakes or fails to learn from them, it can hinder their progress.
Foster a culture of accountability by clearly defining roles and responsibilities and encouraging individuals to take ownership of their actions. Provide guidance on how to reflect on mistakes, learn from them, and develop strategies for improvement. Help them understand that accountability is an opportunity for growth rather than a threat to their position.
#4 Resistant to change or trying new things.
A closed-minded account executive is unlikely to be coachable. If they are resistant to new ideas, different perspectives, or alternative strategies, it limits their ability to learn and adapt.
Encourage an open and inclusive environment where ideas and suggestions are welcomed. Foster a culture of curiosity and innovation, and promote cross-functional collaboration to expose your account executive to diverse perspectives. Encourage them to attend industry events, participate in webinars, and read relevant literature to broaden their knowledge.
#5 No self-awareness or ability to reflect on their own actions.
Account executives who fail to engage in self-reflection may struggle with coachability. If they are unable to identify their strengths, weaknesses, and areas for improvement, it hinders their growth potential.
Encourage regular self-reflection by providing tools and resources for self-assessment. Help them develop a growth plan that aligns with their goals and strengths, and periodically review progress together. Promote a culture of self-improvement, where individuals are encouraged to seek opportunities for growth and reflect on their performance regularly.
Recognizing the signs of a non-coachable account executive is crucial for fostering a culture of continuous learning and development within your sales team.
"You get the culture you work for, whether you're working towards one or not."
By addressing resistance to feedback, lack of initiative, inability to accept accountability, closed-mindedness, and lack of self-reflection, you can help your account executives unlock their full potential and drive sales success. What this allows does it sets a level expectation for the rest of the team. After all, what you allow to exist in your team you are condoning to and accepting.
Encourage a growth mindset, provide the necessary resources and support, and emphasize the benefits of coachability. By investing in coaching and development, you can create a high-performing sales team that consistently exceeds expectations.
ExceedingQuota (EQ) was founded to create high performing leaders and cultures. We bring organizations and individuals the skills and knowledge necessary to achieve significant growth via our leadership development program.