O3 with non-communicative directs
First off, thank you so much for everything you guys do. I am a new manager and Manager Tools have been amazing in helping me!
Anyway, we are on week 5 of the Trinity roll out, and things have been going great with my 9 directs. That is, things are going great except for one. This particular staff has always had real struggles when it comes to communication (Very quite, almost never talks in meetings, often frustrating other sales people with his lack of communication, ect.) and our time spent in the one-on-ones are no different. The first week with him went great, had a lot to talk about and he opened up quite a bit. Since then, he comes into my office and says that he doesn't have anything to say and just kind of sits there, wanting me to direct the time. The first few weeks, I reminded him that this is his time to lead the converstation, but he just said that nothing was new and he didn't have anything to talk about. I spent the rest of the time leading the conversation. It is not that he wouldn't talk when I ask him a question, it is just that I have to lead the conversation. (So, tell me about your sales numbers, ect.)
Now that we are a five weeks into it, I can't help but feel that I am doing things wrong. Should I be pushing this staff more, asking him to spend time preparing for our one-on-ones so he knows what he wants to talk about or should I just keep reminding him that this is his time and if he doesn't want to use it, I have plenty of thing to talk about? Perhaps, just give it more time and hope he comes around? Despite that first good meeting the last four have been pretty frustrating. Any guidance?