Guidelines
Preparation is key. In order to coach and guide properly you need to understand the book of business. You need to have looked at metrics and ratios. You need to look at ratios and metrics over 12 months, over 6 months, over the last month. You need to be very sure of the issues on the desk as you could easily misdiagnose and mislead.
People learn best when they teach themselves. Although you have prepared and know the likely answers your role here is to get the person to discover for themselves. It takes patience, they should be doing most of the talking, it's not a lecture from you.
Maintain an enhance the self-esteem of the individual.
Focus on metrics, call scripts and strategies don't focus on their character traits which you believe to the reason they are not making it.
Re-inforce the possitive, celebrate the possitive.
Listen to what they are saying carefully, they may be revealing something in an indirect manner.
Set goals, their goals, not your goals. Find out why they want to achieve a certain goal. If you set an action or task, assign a follow-up date for it. Diarise the follow-up date.
Base everything on facts not on opinions, if you say they are proficient at Bullhorn, how do you know this, have you checked?