The Art of Coaching Todays Lesson Why Understanding coaching approaches to drive performance What You Will Learn The impact of Coaching Qualities Mind set amp Skill set of Coaches Difference between Coaching and Feedback ID: 770489
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The Art of Coaching
Today’s Lesson Why Understanding coaching approaches to drive performanceWhatYou Will Learn:The impact of CoachingQualities, Mind set & Skill set of CoachesDifference between Coaching and FeedbackHowMeasure yourself against the definition of a coachPractice effective coaching techniques
Coaching Definitions “All Coaching is about taking someone where they can’t take themselves” -Bill McCartney
Qualities of an Effective Coach A role model An encourager An effective communicatorTrustworthyKnowledgeableFacilitatorPatientExperiencedA chameleon
Coaching Attitude 4 4 “When you punish your people for making a mistake or falling short of a goal, you create an environment of extreme caution, even fearfulness. In sports it's similar to playing "not to lose" - a formula that often brings on defeat.”John Wooden
The Coaching Mind Set & Skill Set Vision Positive / Constructive RespectfulHonestFuture-orientedEmpatheticEnjoys developmentMind SetSkill Set Observing & Assessing Listening Questioning Explaining / Teaching Demonstrating / Role Modeling Giving Feedback Planning
Why Coaching is Important Sales leaders who provide more hours of coaching each month to each rep will see improved sales results 100% Sales Goal % Sales Goal AchievementHours Of Coaching Per Rep
The Good News 100% 22% 22%88%Day 1Day 30Training AloneTraining & CoachingRetention of Sales Training Without Systematic Coaching Productivity Impact of Training Combined with Coaching Training combined with coaching gives you 4X the results…. Any questions ?
Coaching and Feedback “Feedback is the breakfast of champions” -Ken Blanchard
Coaching & Feedback Definitions Defines Expectations Pre Sales CallClearly describing performance expectationsHelping Reps answer these:“What is expected of me and why?”“How will I be measured?”CoachingFeedbackReinforces / Redirects Specific Behaviors and Actions Post Sales Call Observing behaviors/actions Helping Reps answer these: “How will I know if I am performing well or poorly?” “How will you help me improve?”
Coaching Manners – Which One is Best? Says: I’m the expert. I’ll tell you what’s wrong.I’ll tell you how to fix it.Actions:ConfrontationalCreates defensivenessSays:Try this if you don’t mind.Actions:Vague feedbackNo clear expectationBackpedalingNo commitment Says: I’m the coach / resource. Actions: Asking vs. telling Buy-in and commitment Skill development Constructive 10 Expert Coaching Watered Down Coaching Developmental Coaching
What Did You Learn? Why Understanding coaching approaches to drive performanceWhatYou Learned:The impact of CoachingQualities, Mind set & Skill set of CoachesDifference between Coaching and FeedbackHowMeasure yourself against the definition of a coachPractice effective coaching techniques
Additional Resources Mastery George Leonard Coaching for PerformanceJohn Whitmore Creating Superior Sales Managers with CoachingEyes on Sales Unlock Employee Potential with CoachingKim Freedman Reading Material Online Resources www.salesbenchmarkindex.com http://www.salesbenchmarkindex.com/?Tag=Sales+Management