Counseling
While the purpose of coaching is to help sales people become more effective, the purpose of counseling is to help marketing people become better adjusted in his work environment. The manager should avoid two extremes of response. One is to maintain that personal difficulties of subordinates are none of his business since private matters should remain private. The other extreme is the temptation to run a psychology practice, prying indelicately into matters beyond his capabilities and legitimate concern. Personal problems deplete the energy of a worker and reduce efficiency. To ignore that a sales person has a serious problem is unwise; probing into it is self-defeating and potentially dangerous.