Coaching your sales team through personal change. Why is it important?-Coaching your sales team through personal change Why is it important

Coaching your sales team through personal change Why is it important

Video Transcription

Video Summary

The session focused on coaching sales teams through personal change, especially during COVID-19 and widespread business disruption. Brian Van Ulbrich explained that organizational change often fails because it overlooks the individual’s personal response to change. He argued that people must be asked whether they agree with, accept, support, or reject change before organizational transformation can succeed.<br /><br />He emphasized that coaching is not the same as giving advice. Real coaching means asking only open-ended questions and allowing the coachee to own the answers and decisions. If a manager starts telling, they are no longer coaching.<br /><br />Brian introduced his “SCARED So What?” model, a practical framework for navigating personal change. “SCARED” helps people explore their emotional response to change, while “So What?” helps them build a strategy and way forward. He also shared that the model is free to use through his website, along with a quiz, templates, and videos.<br /><br />A key message was that leaders must be empathetic, authentic, and willing to recognize personal change in others. Effective change leadership starts with supporting the person, not just the process.

Keywords

sales coaching

personal change

organizational change

COVID-19 disruption

open-ended questions

change leadership

SCARED So What model

empathy and authenticity