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Leadership Coaching Easier Said Than done
Recently at a Pharmaceutical meeting in Europe, one of the presenters shared the results of a recent study that demonstrated that Managers who were trained in Eight Step Coaching Skills were out selling DM's who were not trained in the program. This quantitative data seems to support that the cornerstone of success lies in effective leadership coaching and diagnosing the needs of the Representatives. However, it is not simply a matter of being trained. Managers must overcome day to day hurdles to be an effective coach. It takes a knowledge of the skills plus the courage to open up sensitive and important topics with others. It takes time, a precious commodity in a DM's week. It takes self-control over our emotions when someone doesn't measure up on an important mission that we, as Managers care about. When we coach, we run a risk of opening up conflict, differences, and misunderstandings that can create discomfort. In short, "coaching is easier said than done." But the results will be worth it if we are consistent and rigorous at using coaching skills. Some DM's often ask us: "Is it Coaching Skills or Coaching Steps?" Clearly the heart of the Eight Step Coaching Model is composed of skills. The primary focus on skills and behaviors differentiates the Eight Step Coaching Model from other coaching training. For example, we call Step One, "Be Supportive," and it depends on skillfully listening, giving recognition, and building collaboration. Likewise, Step Two, "Define the Topic and Needs," requires the Manager to have good feedback skills, good questioning and inquiry skills, and the ability to define and clarify expectations. The word "steps" simply means that there is a building process in progress when you coach. The word "steps" implies that there is a conceptual sequence. It doesn't mean that every time you speak with a Representative you have to force yourself through every step. Sometimes you have to coach quickly. An example may be coaching in between physician calls and you want to help the Representative with their skills. In this example, you can coach "fast;" you can cut right to the topic and plan. In other situations, you want to cover more steps or more skills in order to orchestrate a successful coaching experience. If you want to speak with a Representative about a larger topic, such as teamwork, goal attainment, or participation in meetings, you will definitely need to reserve more time and pull in more skills or steps. The key is flexibility. You need to know the steps or skills thoroughly and then draw on the steps that are appropriate for each situation. As you practice the Eight Step Coaching Model and apply it often, you become more natural. The more you experience the Model, you hardly realize that you are even following the process. We hope you are not confused by the term "steps." Think of it as a process that contains certain elements or skills and don't look at coaching as a rigid, formal process. In one study, we discovered that Managers were three times more likely to use the Eight Step Coaching Model in spontaneous and informal applications than in planned, formal, more lengthy discussions. When you are in a formal situation, we suggest you plan ahead, review the Model, and prepare yourself in advance. When a coaching moment emerges informally or unexpectedly, we suggest you pick and choose the skills or steps that you want to bring out at that moment. Remember coaching is a process, so follow up and fill in any gaps that are created when you are coaching informally or "on the spot." Coaching is a vital part of a DM's job. We get results through the efforts of our Representatives. The most non-supportive thing we can do to a Representative is to "not coach." Effective leadership coaching will lead to a healthy relationship with your Representative. A recent study indicated that a key reason why people leave companies is because of a poor relationship with their Supervisor. We need to retain our quality people in order to be competitive over the long-term. If you would like to learn more about leadership coaching or other CMOE management training programs, please contact a Regional Manager at (801)569-3444.
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Business Management Successful Implementation of Company Wide Coaching Programmes Ten years ago I was fortunate enough to be heavily involved in the implementation of a company wide coaching programme, both as an employee who was to receive coaching but also as a manager and coach who was expected to regular coach my reports and my peers to enable them to achieve their objectives. I say, fortunate enough, because I found that when I was coached effectively I became really motivated and focused, and when I finally became a proficient coach, I again found it motivational in that I was able to support and enable my direct reports to achieve more. How Coaches Find Clients Online At a recent networking meeting Jana asked for a recommendation for a public speaking coach. She was starting to speak in front of audiences, and wanted to polish her presentation skills a bit. Before anyone else got a chance to reply, Elise jumped in to recommend her coach, Kelly. "I have been working with Kelly for two months, and I have already seen results from working with her. I am much more confident during my presentations, and I see that my audience is more engaged and more responsive. She is great; I will e-mail you her contact information later today." How to Forgive Another for Past Hurts No one gets through life without being hurt by another person. We all have experienced the pain of a thoughtless remark, gossip, or lie. If you have experienced an unhappy marriage, the devastation of infidelity, or suffered physical or emotional abuse, you know what it feels like to be hurt. It is tempting to hold on to these feelings and build a wall of safety around yourself, but the best way to heal is to forgive the person who hurt you. Belief Management - The Missing Ingredient? "Joan, I'm working so hard and I'm not getting anything done!" I have heard some version of this cry of frustration by many an entrepreneur. It's a common complaint voiced by those of use who sought the freedom to have complete authority over our schedules, only to find ourselves unwittingly shackled by old ways of operating. Top Ten Things You Would Never Hear a Coach Say (or then again?!) When coaching, it's all about the client, be that as a professional coach, or a line manager/business owner using coaching skills in their own business, with their own people. But it's so easy sometimes to turn the tables and be the client..oh, so easy...:-) Creating An Effective Toolbox For Success WHAT'S IN YOUR TOOLBOX? 4 Amazing Tips To Successfully Persuade Anyone Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We need the support and cooperation of other people to help us in reaching our goals. The saying "No man is an island" is an undeniable truth. Whats Up With All These Coaches? If you are anything like me, you may have noticed a tremendous increase in the number of coaches that have appeared recently. Traditionally, coaches existed primarily in the world of sports, but you could also find voice, acting and singing coaches. New Definition of Retirement A new definition of retirement is evolving. It's one that's focused on continual exploration, learning and growth. Where the old retirement promised no pressure and stress but left you with no personal growth, no stimulating interaction and no sense of achievement, the new retirement promises life meaning, personal fulfillment, and realization of long-held dreams and 'fun'. It's a time for discovery not felt since youth. What do you dream about? Is it owning a dream home at the lake? Or maybe starting your own business? How about going back to college or taking tree planting lessons? You might spend time with a loved one, help people who are less fortunate, or travel. Home For The Holidays In my husband's family, family members send Christmas cards to other family members (parents to children, brothers and sisters to one another, etc.) even though the family always spends time together at Christmas for a meal and gift exchange. Masterminding Success - How to Start a Masterminding Meeting? Masterminding is about a group of like-minded, achievement-oriented individuals who come together to combine the power of several minds to tackle problems, seek advice and perspectives in achieving their goals. New Developments Make Christian Life Coaching ?The? Career Choice for Work-At-Home Professionals I have watched for a couple years now, as my wife's career has really taken off and I must admit, I am impressed. At the age of 55, having had so many life experiences, it just made me sit up and take notice that something huge is happening. In addition to this, I have seen her income quadruple over the past year. The Magic of Hearing I'm working on a coach training certification, and one of the "proficiencies" I'm expected to have mastered is "engages in provocative conversations." Now, that really got me thinking. What's a provocative conversation? D.I.S.C.I.P.L.I.N.E. What does this word really mean anyway? According to Webster's Collegiate Dictionary, 10th Edition, discipline, as a noun, is defined primarily as punishment. My, but that has a harsh ring to it. An alternate definition is self-control. Well, that's a little closer to my idea. I submit that discipline, as it relates to making your home business a success, is the following: Walt Disney, the Inspiration to Form a Better Life? You, like many others, may have come to this article because you want more from life. In this sense, you and I may be alike because we're searching for greater happiness and a stronger sense of fulfillment. Success Coaching - What Bill Gates and You Should Have In Common He was just a teenager, but he was already displaying the powerful habits that would one day make him a billionaire. Every Obstacle Always Presents an Opportunity In ancient times, a King had a boulder placed on a roadway. Then he hid himself and watched to see if anyone would remove the huge rock. Some of the king's wealthiest merchants and courtiers came by and simply walked around it. Many loudly blamed the King for not keeping the roads clear, but none did anything about getting the stone out of the way. Then a peasant came along carrying a load of vegetables. Upon approaching the boulder, the peasant laid down his burden and tried to move the stone to the side of the road. After much pushing and straining, he finally succeeded. After the peasant picked up his load of vegetables, he noticed a purse lying in the road where the boulder had been. The purse contained many gold coins and a note from the King indicating that the gold was for the person who removed the boulder from the roadway. The peasant learned what many of us never understand! How to Jump-start Your Emotional Health You've probably heard the expression: "It's not what you are eating. It's what's eating you!" This well-known saying reminds us that the thoughts we entertain can have an impact on our health. 6 Practices for Achieving Excellent Self-Care Adults with Attention Deficit Disorder (ADD) often feel like they are running behind schedule, and just don't have the time get everything done. As a result, many ADDers end up sacrificing their own self-care in order to scratch off items on their to-do lists. Those who skimp on self-care, however, will find themselves slowed down in the end. It's nearly impossible to be an effective parent, spouse, friend, or worker when you are not operating at your best. And you can't be at your best when you are not taking care of yourself! 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.
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