Published on February 26, 2014
Why Your Organization Needs to Coach? Presented by: Tim Hagen, President of Sales Progress (A Training Reinforcement Partner Company
Why Coaching? The greatest opportunity for any organization is to have managers who can “truly” coach. Coaching is NOT managing. Managers assume their weekly staff meetings or one on one appointment with employees is classified as coaching. They are mistaken; a coach drives performance for individual and team growth, while a manager is often content with status quo. Coaching has been a strong movement over the past few years. Developing employees does not have to be difficult. Coaching is a tool to promote greatness in all of us, unfortunately few organizations have been taught the knowledge and skills needed to drive the coaching process. According to a 2009 Leadership Skills Survey done by Delta Point, Inc.; “2/3 of people believe their company doesn’t provide adequate training for managers”. That means about 67% of managers haven’t been given the tools they need to successfully develop their employees. Research clearly reveals organizational needs for management to become better coaches. For more information please visit us at: www.salesprogress.com 1
Why Coaching? “I find coaching to be valuable because it breaks down the barriers that the hierarchy of authority creates. You can coach from top to bottom and vice versa. Everybody involved in coaching benefits – the coach, the player, the bystanders, etc…” Nicholas Stauff (Lead Sales Representative at Inpro Corporation The following research reveals some very straightforward evidence of why organizations need to coach: “Engaged employees can yield up to 57% more discretionary effort when they are engaged with their manager” ~Corporate Leadership Council (2007) “Training + Coaching led to an increase of 88% in productivity, versus 23% from training alone” ~Centre for Management and Organizational Effectiveness For more information please visit us at: www.salesprogress.com 2
Why Coaching? What is coaching? Coaching is the ability of a leader/manager to provide employees the choice to perform better. Unlike managing where an employee is told what they need to do to improve their performance; a coach helps guide the employee to what they need to do to improve their performance. Coaching is also the ability to inspire and motivate employees to improve knowledge, increase skills, and alter behaviors to be more positive in their performance at work. For more information please visit us at: www.salesprogress.com 3
Why Coaching? “There was a time when I was told that I held my chest too high and I smiled too much, and that really hurt inside. (Former Employer) Where here they want us to smile, I know there were some people that didn’t care for the coaching program, that was their loss and our gain, a lot of those people lost their jobs in the cuts” Craig Sippel (Technical Service Advisor Manitou Group (aka Gehl Company) Why do we need to coach? We need to coach because it drives employee’s performance attributes such as knowledge, skill, and behavior. Employees need to be coached in three main areas of work knowledge so they know and understand the products, processes, etc., skill to be able to perform a desired expertise, and behavior to execute a task consistently without fear or anxiety. Employees don’t arbitrarily get better because their manager told them they had to. They don’t improve their attitudes just because management requested that they change their attitude. Management needs to be responsible on making sure their employees are improving their performance. For more information please visit us at: www.salesprogress.com 4
Why Coaching? There are so many fundamental reasons why organizations need to coach it is amazing we do not have more organizations with formal coaching programs. Here is a list of reasons why organizations need to create a coaching culture: – Increases employee retention – Allows a manager to get a close up look at employee’s work and solve real world challenges – Supports better succession planning due to talent growth – Creates an organizational energy – Builds coaches within all leadership circles. The more coaches an organization has the more “performance improving” employees they will have – A successful business requires employees to constantly be getting better. Organizations who are not coaching do not have this competitive edge. – Employees who experience an increase in skills and overall work performance naturally become more open to change and challenges. All of these reasons will increase a business’ bottom line. Most, if not all companies cannot afford to miss out on these opportunities. For more information please visit us at: www.salesprogress.com 5
Why Coaching? What are managers to look for when coaching their employees? Here’s a simple formula to remember when coaching effort + progress=results. Coaching employees takes time, there are not immediate results. A manager needs to leverage defining moments in coaching. Remember employee’s performance is a reflection of management’s leadership. Success from coaching is one of the greatest things managers can experience. Why do organizations need to adopt a coaching culture? Creating a coaching culture will help build greater collaboration with everyone from the top to the bottom of the organization. Coaching will create unity between department and will break down typical walls due to lack of communication and engagement. If organizations coach throughout; it will allow for greater cooperation and ability to address challenges. For more information please visit us at: www.salesprogress.com 6
Summary In order to start coaching the mindset of the manager needs to be changed to a coach. They need to be willing to ask questions to build a better perspective instead of telling the employee. A manager needs to recognize the good attributes of employees instead of dwelling on the negative. Managers need to listen and really listen not just listen and hear what they want to hear from employees. To get managers to the point of coaching it takes time, a lot of change, and hard work but once your organization has created the culture of coaching everyone will enjoy the benefits. For more information please visit us at: www.salesprogress.com 7
Why Coaching? About Tim Hagen Tim Hagen founded Sales Progress, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee. Connect with Tim Phone: 262-377-5655 Website: http://www.salesprogress.com/ Email: firstname.lastname@example.org Blog: http://salescoachingworks.tumblr.com/ For more information please visit us at: www.salesprogress.com 8
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