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Coaching for Success
Coaching is perhaps the most effective method of increasing performance available to managers, team leaders, and colleagues. This article defines coaching and outlines a process for effective coaching. Coaching Defined Coaching is perhaps the most effective method of increasing performance available to managers, team leaders, and colleagues. If you wish to improve the skills of your employees, you must plan to observe them and provide them with feedback. If you are like most supervisors or managers, you have limited time and are looking for employees to become proficient and independent faster. Entelechy's Coaching Model is designed to help you do just that! The Coaching Model is appropriate for developing the skills of employees if the employee is willing to improve. Coaching should not be used as a softer, gentler version of corrective action; if a performance problem occurs, you will want to use the Problem Solving model. The Coaching Model is based on several important principles:
The Coaching Model at Work Now let's turn our attention to Entelechy's Coaching Model in practice. Step 1: Open the Conversation The coach opens the conversation with a general question; this helps the coach get a sense for the accuracy of the coachee's self-assessment. If the coachee responds with, "that was the best call ever" and you thought that the call was poor, you know that you'll have to adjust your coaching conversation. Step 2: Probe for What Went Well The coach asks the coachee what went particularly well and listens for the responses. By identifying what went well first, a positive tone for the coaching session is set. We want to make sure that the coachee continues doing these things. This also forces the coachee - NOT THE COACH - to identify superior performance. Step 2a: Redirect or Defer Sometimes the coachee will bring up a negative when you are discussing positives. You will want to defer that discussion until later in the coaching conversation by saying, "I'd like to talk about that more later. What else went particularly well?" Other times, the coachee will claim something as a positive that - in your opinion - was an area that needs development. You will want to redirect their perception by pointing out what you saw that helped you conclude that it was less than desirable. "Oh, really? Did you happen to see John's face when you discussed the product's features? That's right, he seemed to lose interest when you started talking about us rather than about him...." Step 2b: Support and Build When the coachee correctly assesses his performance - both strengths and areas for development - support the assessment by saying, "I agree." Build from their conclusions to reinforce the accuracy of their self-assessment. In this way, you are reinforcing one of the most valuable skills anyone can acquire: the ability to assess and improve their own performance. Step 3: Probe for Areas for Development The third step is to ask the coachee what he would change if he could do it again. Obviously, if the coachee knows what could be improved and knows how to improve it, he won't benefit from YOU telling him! And by mentally rehearsing what he will do differently, the likelihood of him actually carrying out the improvement is increased. Most experts agree that two or three areas for development are enough for anyone to work on. Working on a laundry list of things to change is frustrating and futile. Focus on the areas of greatest need. When identifying areas for development, the coachee may not have identified the one that you thought was most important. Again, you can redirect their perception by identifying what you saw that they might not have that allowed you to come to your conclusion. "I agree that the two areas that you identified would definitely had made the call go better. What do you think the effect of your product feature presentation was on the customer? Why? What might you do differently the next time..?" Step 4: Summarize and Support Even though you may have limited the coaching to a few strengths and a couple areas for development, you will want to briefly summarize the discussion, especially what the coachee will do differently the next time. This recap will cause the most important things to remain fresh in memory. You will also want to support the changes by saying something like, "I think those changes will make your next call go even better." Follow these four steps to help your employees and colleagues increase their performance. (This information comes from Coaching for Performance, a module in Entelechy's High Performance Management program. Check out this module as well as our 40 other modules, training tools, and eGuides at www.unlockit.com) I have a diagram jpg or Word drawing of the coaching model that would illustrate the process better than words. I also have this available in Word format. About The Author Terence R. Traut is the president of Entelechy, Inc., a company that helps organizations unlock the potential of their people through customized training programs in the areas of sales, management, customer service, and training. Check out our 40 customizable modules, training tools, and eGuides at www.unlockit.com. Terence can be reached at 603-424-1237 or ttraut@unlockit.com
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Computer Training Make Your Life Easier? 'Have you read the Art of War?' someone asked me once. Fighting someone to get your way is definitely a valid strategy. But you don't need me to tell you about that one - we've all been arguing and manipulating to get our own way since we were born! And you may have noticed - often when you push, the other person pushes back! Wars have been fought, relationships lost, and many ulcers create with this kind of energy. Personal Strategic Planning I have a few questions for you ---What if we as individuals adapted and utilized some of the same tried and true processes and methods that have given businesses the edge they need to succeed over their competition? My sense is that understood and implemented correctly professionals would be able to gain the same competitive advantage. Remarkably, this is not anything overly complicated or new and I can't take credit for developing it. But I can (and will) take credit for suggesting we take it out of the boardroom and adapt it for personal use to achieve greater personal and professional success. This classic business tool is the process of Strategic Planning. Listening Skills In Relationships Recently, when out to dinner with another couple, my husband is surprised at what someone says about one of our neighbors. He even comments this to the person about his amazement. Less than one week later, my husband comments to me he wonders about this very situation. After asking him, "Well don't you remember Sean told you that?" "No. I must have been in a conversation with someone else then." I just torque my jaws and change the subject because I just don't want to have this conversation about listening again. What The Buddha Says About Coaches There is a Buddhist saying that goes like this: "If you meet the Buddha on the road, kill it." This means to kill any concept of the Buddha as something apart from oneself. Coaching vs. Directing - How Does Improv Theater Suggest You Should Lead Your Team An age old battle in improv that I believe resonates well with challenges we experience in the business world is the question of whether a team should have a coach or a director (in which case it should be called an ensemble). In addition there's the third option of the self coached team, which I will call committee from here on forward. You Have A Choice I'm a relationship coach and, unlike most, I deal with those 'other' relationships. Of course, I make love happen without wings and an arrow, but I really make a difference with business relationships, family relationships, community relationships, old and stale relationships and all the rest that we take for granted, lost or forgotten. Coaching for Success Coaching is perhaps the most effective method of increasing performance available to managers, team leaders, and colleagues. This article defines coaching and outlines a process for effective coaching. Different New-Years Resolution - Pass-It-Forward Every 12 months, as the New-Year rolls around, we all brag about our New-Year's Resolutions. With inflated chests and with all the authority we can muster, we announce to any and every available ear, that we're going to lose weight, stop drinking and smoking so much, as well as spend more time with our family, in addition to investing more time down at the gym. Guilt By Association & Wealth By It Too! "Tell me what company thou keepst, and I'll tell thee what thou art." - Miguel de Cervantes (1547 - 1616) Spanish novelist. Is Your Life In Motion? Ever since the Internet bubble and the 9/11 terrorist attacks, I've seen many people; including friends and family lose their jobs and/or personal fortunes overnight. The struggling economy has been merciless on the job market. It has affected every industry at every level, from line operators in manufacturing plants to upper management of Fortune 500's. I was confident back then, that if I were thrown into such a situation I would be prepared. Late in 2001, I experienced my own version of downsizing, when I sold my delivery and logistics business. What I actually did, was sell myself out of a job. After the sale was completed, I was suddenly questioning what to do with my life. The sale provided tremendous advantages, allowing me the financial flexibility and time to actually put some real thought behind this decision. I was convinced that within 3-6 months of the sale, I would be happily and successfully on my professional way. I've always thought of myself as an active participant in my own life, never sitting on the sidelines waiting for an opportunity to seek me out. I have to admit, it was one of the most difficult times, requiring enormous soul searching and reflection. And just think, I asked for this and knew it was coming. During my first year of "planned unemployed", I tried day trading, business consulting, writing a screenplay, producing a film, graduate school and a variety of new hobbies. All of these career options were well thought out. I was just waiting to see which one would stick. Well, guess what? None of them provided enough enthusiasm to further pursue. This is when the panic really set in. I was back at the drawing board, thinking of new business ideas and developing extensive lists of pros and cons for each. Over the next few months, I drove my wife, family, friends and myself crazy with dozens of career/business ideas. Could You and Your Business Benefit from a Business Coach or a Consultant? The surprising answer is "probably". Most individuals don't realize that a certified business coach or business consultant can add enormously to their home based or more traditional type business. Many individuals think a business coach or consultant will come into their business and tell them things that they don't want to hear. Going On a Mental Diet Diets are always in style. Every time you turn around, someone is coming out with a new and improved diet. The latest craves are the Atkins Diet, the South Beach Diet, and Dr. Phil even has a diet he's promoting. Everyone is on a diet. A Quick Checklist for Improving Your Life 1. Learn About You Among the Purpose & Personality I have one magical thought, lets see it more closely. Every one has purpose of life. Some holds good for self, family, a society, state, nation, religion, world, etc. What Do You Have To Give? "Happiness is not a matter of good fortune or worldly possessions. It's a mental attitude. It comes from appreciating what we have, instead of being miserable about what we don't have. It's so simple-yet so hard for the human mind to comprehend." ~ Bits & Pieces Seeing Your Energy At Work Our bodies are made of pure energy. With Quantum physics we learn that the cells of our body are made of molecules, which are made of atoms, which are made of sub-atomic particles. Negotiating Difficult Life Transitions Life is a process of beginnings and endings. In both life and nature, there are times when things move slowly and don't seem to change very much. Then, suddenly, things change quickly. Moving from August to September, the weather changes gradually at first, and then it seems that suddenly summer is over. It is the same in our lives; transitions are as natural as the changing seasons. 5 Steps to Derail Difficult People - Your Surefire Way to a Peaceful Resolution That one guy at work that always has to be right; your buddy's wife who can't eat anywhere they serve burgers, or the monster-in-law, I mean mother-in-law, with too many opinions for your own good, difficult people, we all know them. So the question is, is there a right and a wrong way to deal with them? The answer is yes, if you want to avoid unnecessary confrontations. Essence of Awakeness Be conscious, aware, and alert. Pay attention. Remember when you were in elementary school and the teacher used to say pay attention now, this is important? Well, this is important. Wake up! What does it take to wake up an adult? Many people go through life on automatic, doing life as it comes along. What kind of things occurs that is considered a wake up call? The death of a loved one, a miracle, a near death experience, the birth of a child, a divorce, a marriage, a spiritual experience, a great accomplishment, a serious illness, an award, losing a job, winning the lottery, which of these would wake you up? Worth Waiting For Direct Answers - Column for the week of July 22, 2002
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