The Coaching Trap: Stop only Managing Metrics, Start Unlocking People

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Last week, I had a 1:1 with a high-performing AE who was pacing above 100% to quota in Q1.

The numbers looked great.

But something felt off.

When I asked him, “What does success look like for you this year?”
He paused.
Then said: “I actually don’t know.”

That moment hit me.

Too many 1:1s are performance reviews in disguise.
We talk about pipeline. Deals. Forecasts.
But we never get to the person behind the metrics.