| |
| |
|
WebsiteAlways |
|
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.
MORE RESOURCES:
Coaching - Google News |
|
|
|
RELATED ARTICLES
How to Get More Business Without Even Trying Why are you in business? Hopefully you enjoy what you do, however is it because you want to make money so that you can have, be and do more in your life?Who pays you? Your clients do and never forget that. Unfortunately many people do. The Great Marketing Reframe From grimaces to stomach knots, talking about marketing seems to take on the sound of Charlie Brown's teacher, with so many syllables of "wah WAaah, wah WAah, wah." What does this mean? For starters, I find it terrifying ironic that, when it boils down to it, truly - marketing and coaching are actually ONE. Managing Your Perfectionism What Is Perfectionism?This is the first of two newsletters that address perfectionism. In this issue, we will explore what perfectionism is and why it is destructive. The Biggest Loser I am a "Loser". You're gonna learn from this writing today the reason why you too must be a "Loser". Empowering Vision Playing Our Part:Sir Michael Costa was conducting a rehearsal, in which the orchestra was joined in a great chorus. About half way through the session, with the trumpets blaring, drums rolling, and violins singing their rich melody, the Piccolo player muttered to himself, "What good am I doing? I might as well not be playing. Think Twice Before Youre Nice A few months back I had a disturbing dream. In my dream a woman with stringy blonde hair rang my bell. Curbing the Public Nuisance (Part 1) He's been around since the dawn of humanity. His profession is even older than the world's oldest profession. How to Get a Grip on Your Money Most people have no idea where their money goes. They earn it and they spend it. Get Coached! Coaching is a hot trend at a growing number of companies, from IBM and Dow Chemical to entrepreneurial start ups. According to a recent survey by The Hay Group, an international human resources consultancy, between 25 percent and 40 percent of Fortune 500 companies use executive coaches. Executive Coaching Case Studies If you are wondering whether investment in executive coaching would promote your business growth, some case studies might help you in making a decision.Although confidentiality prevents me from going into too much detail, I think the following examples will give you an idea of how executive coaching can achieve good results in a variety of business situations. Permission To Have FUN ? Have you been working long hours? ? Have you been managing 10 (or more) tasks at once? ? Are you combining several different personal and professional roles?99% of my clients are experts at managing lifestyles similar to those above and this issue is dedicated to all of you.Your reward for managing your lives so well is permission to have some FUN. A Live It Real change happens only when it becomes part of our everyday life. When a change becomes a habit, it isn't something new we are trying, but becomes part of what we do as our routine. Happiness and Work: Your Life Depends On It. Early one morning, Robert awoke, made his wife of 41 years some banana bread, took out the garbage and called to cancel a doctors appointment scheduled for the next day. He wrote a note to remind his wife to pick up the dry cleaning. The Power of a Scope We all know the power of a scope if you need to focus in on a target and hit it. We all need to develop and truly understand the power of the human mind's scope. Can I Be My Own ADD Coach? Quite often I am in contact with people who discuss acting as an ADD Coach for their child or spouse. While supporting and helping loved ones with ADD is a great idea, acting as an ADD Coach really isn't a great idea. We Are the Five People We Associate with Most Last month I was invited to participate in a charity golf tournament in Las Vegas to celebrate the life of the late dancing legend Gregory Hines. The event was held to raise funds and awareness of the tragic disease that took this entertainer's life. Embracing Excellence Joey rises before dawn to pack his lunch, eager for morning to arrive so he can board the city bus that transports him to his job at a souvenir production facility. From 8:00 a. How to Crack a Daunting Task! If you have a daunting task and the mere thought of it overwhelms you, it's probably too big to implement directly and should be broken down into actionable parts. I find this happens to me frequently -- I see the big strategic goal that I want to achieve, but become paralyzed thinking about the size of the project. Make Progress Now: Take the Hand Brakes Off Your Life! Do you find yourself striving upward in life yet making little or no progress?Are you high on activity but low on achievement?Very clearly, it's time to stop, look and listen. You're obviously not doing something right. 4 Brilliant Tips to Speed Read Faster than Ever Many people, particularly students, would love to be able to absorb information faster. But before retaining information, they have to go through the first stage of learning, which is reading.
|
| Interesting articles | Home | site map | Link |
| © 2006 |
