One of my subordinates (senior sales representative) his past performance was good and meeting objectives but currently below objectives. How can I improve his weakness without facing resistance and defense from his side?
You have to be well prepared while communicating with the subordinate. I prefer to start your conversation with positives so that the employee doesn’t get nervous. Also questioning the employee in a professional way, stating one negative behavior only through providing him your feedback in calm and unemotional way through discussing, challenging, sharing experience and stating the consequences.
At the end the subordinate will be convinced that he will work on improving his weakness point to meet the objectives.
Observe the subordinate behavior and identify his weakness and strengths is very important in order to gain overall view about his performance.
Then, Conduct an effective Scenario with him to get his feedback first and then provide him with your feedback as guidance and correcting what was wrong in his behavior during the last period. But make sure to give him sort of motivation to improve his performance and to avoid his resistance during the conversation.