developing the coaching skills for your managers and leaders
TRANSCRIPT
PresentingToday
LezlieStephensSalesEnablementandCoach
ErinBoettgeContentMarketingManager
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PollQuestion:Howwouldyoudescribeyourmanagertrainingand
development?
a. Ad-hocatbestb. Reactionaryc. Foundational,butnothingon-goingd. Plansareoutlined,butnotnecessarilyalignedtobizgoalse. Strategicandcontinuous
PollQuestion:Whatisyourmanagers’biggestchallengewhencoaching
employees?
a. Buildingtherelationshipb. Identifyingperformancegapsc. Askingquestionsandproblemsolvingd. Supportingandencouraginge. Drivingresults
WHATYOUSHOULDBEABLETOTAKE-AWAY:
A
Howcoachingcanimprove theperformanceofyouremployeesandorganization.
Howtodevelopyourmanagerscoachingskillsbasedonleadershipstyles.
Howtodevelopacoachingmethod/model thatwillworkforyourmanagersandorganization.
WHYCOACHINGSKILLSAREIMPORTANTFORYOURMANAGERS?
Organizationswithseniorleaderswhocoacheffectivelyandfrequently
IMPROVEBUSINESSRESULTSBY
SOURCE:BERSINBYDELOITTE
TopMissingSkillsInMid-LevelLeaders
1. Coaching2. PerformanceAppraisal3. DevelopingOthers4. ManagingChange5. Communications6. BusinessAcumen
SOURCE:BersinbyDeloitte
21%
Organizationswithseniorleaderswhocoacheffectivelyandfrequently
IMPROVEBUSINESSRESULTSBY21%
SOURCE:BersinbyDeloitte
Coachingisaprocessthatenableslearninganddevelopmenttooccurandthusperformancetoimprove.
TobesuccessfulaCoachrequiresaknowledgeandunderstandingofprocessaswellasthevarietyofstyles,skillsandtechniquesthatareappropriatetothecontextinwhichthecoachingtakesplace.”
Source:EricParsloe, TheManagerasCoachandMentor
“
BUSINESSCOACHING
EXECUTIVECOACHING
CAREERCOACHING
LIFECOACHING
WhatisCoaching?
ENCO
URA
GEM
ENT
EMPOWERMENT
DIRECTION AND ORDERS
FEEDBACK AND PRAISE
ROOKIE:HiTell,LoPraise
CONTRIBUTOR:HiTell,HiPraise
KEY PLAYER:LoTell,HiPraise
CAPTAIN:LoTell,LoPraise
SOURCE:Coaching Skills:LeadershipStyles (Part2of5),ej4
COACHINGANDLEADERSHIP
COACHINGANDLEADERSHIP
ENCO
URA
GEM
ENT
EMPOWERMENT
ROOKIE:HiTell,LoPraise
CONTRIBUTOR:HiTell,HiPraise
KEY PLAYER:LoTell,HiPraise
CAPTAIN:LoTell,LoPraise
SOURCE:Coaching Skills:LeadershipStyles (Part2of5),ej4
PERSONALITIES
LEARNINGPREFERENCES
DISTANCEANDTECHNOLOGYCOMFORT
RELATIONSHIPOBJECTIVES
RELATIVEEXPERIENCE
KeyFactorsforCoachandCoachee
GoalsRealityOptions
Will
Current RealityIdealGapsActionReview
ContractingListeningExploring
ActionReview
OutcomeSituation
Choices/ConsequencesActions Review
Spot The OpportunityTailor The Intervention
Explain The TaskEncourage
Review
Clarify The IssueOpen Up Resources
Agree The Preferred FutureCreate The JourneyHead For Success
WhatCoachingModelisRight?
CoachingModels
Helpthecoachassesscurrentperformance
Identifygapsorareasforperformanceimprovement
Helpdevelopaplantoclosegapsorimprove
performance
Howtodeliverandactontheplan
Coachingisbuildingone-on-onerelationshipsand
managingaprocessthatresultinspecificimprovedperformancein
targetedareas.
SuccessfulCoach
RELATIONSHIPSPROCESS
IMPROVEDPERFORMANCE
Today’scoachesmustbemulti-functional,andbeequallycompetentasamanager,tactician,trainer,psychologist,physiologist,andsometimesevenacounselor.Yousimplycannotcoachthesamewayasyoudidten,fifteen,ortwentyyearsagoforanumberofreasons.”
Source:GaryCurneen,ProfessionalCoachandBlogger
“
MANAGEROBLIGATIONSAtanygiventime,amanagerwillfunctionsomeplaceon
thiscontinuum....
Supervision andCompliance
AchievementofGoals
ACoachingProcessChecklist1. Positiveapproach
2. Futureorientation
3. Two-waycommunication
4. Coachlistensmore thantalks,employeemustbecommittedtofrankdiscussionaboutneeds
5. Coachheavilyinvestedinsuccessofemployee
6. Commitment tocontinuous learningbyBOTHparties
7. Desireforimprovement
EssentialTraits,BehaviorsandSkills
TRAITS SKILLS BEHAVIORS
ForCoaches
• Positive• Future-oriented• Curious
• Collaboration• Learningfacilitator• Educator/teacher
• Continuous learner• Outwardfocus• Active,engaged
listener
CoachesToolkitCommunication
PerformanceManagement
EmotionalIntelligence
BusinessAcumen
CommunicationKeySkills
Activelistening
Learningtoframeandaskeffectivequestions
Courageousconversations
CommunicationPurpose
1. Identifyobstaclestoemployeesuccess
2. Findsolutionsorwaystoovercomeobstacles
3. Establishagreedupondefinitionsofsuccessandplanofaction
4. Gaincommitmentandengagement
3QuestionsaManagerShouldAsk
Doestheemployeehavethecapacitytoperformand
improve?
Doestheemployeehaveapositiveattitude?
Istheemployeecurious?
PerformanceManagementKeySkills
Understandemployeeengagementandmotivation
Goalsetting
Delegation
PerformanceManagementPurpose
1. Identifystrengthsandweaknesses
2. Outlinegoalsandobjectives
3. Understandhowtoprioritizeandcapitalizeonstrengths
4. Improveperformanceintargetedareas
BusinessAcumenKeySkills
Businessoperationsandfunctions
Makingdecisions
Industryknowledge
BusinessAcumenPurpose
1. Professionallevelunderstanding
2. Influencersandkeystakeholders
3. Thedecision-makingprocess
EmotionalIntelligenceKeySkills
Selfawareness,motivationandregulation
Buildeffectiverelationships
EmotionalIntelligencePurpose
1. Guideemployeesthroughworkplaceconflictsand difficultsituations
2. Adaptabilityinafast-changingworkworld
3. Positiveresponsetodiversityinthoughtandculture
Howcanwegetmanagerstomaketimetocoach?
• Partofamanager/supervisorjob
• Jobandperformancefocused
• Interestisfunctional• Drivenbymanager• Relationshipisbasedon
specificjobrole
Coachingvs.Mentoring
• Outsidethemanager/employeerelationship
• Focusedonprofessionaldevelopment
• Focusonmentee,personallyandprofessionally
• Acrossjobboundaries
COACHINGVS.
MENTORING
Askingratherthantelling.
Howtothink,notwhattothink.
KeyTake-Aways
Howtocommunicatetheimportanceofdevelopingthecoachingskillsofyourmanagersandleaders.
Coachingmodelsandhowyoucanadoptandadaptthemforyourorganization.
Fourkeycompetenciestodevelopwithyourmanagersandleaders.Fourkeycompetenciestodevelopwithyourmanagersandleaders.
DevelopingCoachingSkills
ShortVideoSeriestogetstarted
• CoachingOtherstoHigherPerformance
• TheReadinessStairsModel• CoachingNovicestoExperts• UsingtheRightStyle• CoachingOthersStep-by-Step• Closing theLoopwithFeedback• CoachingTips
DevelopingEmotionalIntelligence
ShortVideoSeries
• WhatisEmotionalIntelligence?• DevelopingSelf-Awareness• DevelopingSelf-Regulation• DevelopingSelf-Motivation• DevelopingEmpathy• DevelopingEffectiveRelationships• EmotionalIQandDISC
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