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.

---

Tripping On Mindfulness

One of the ironies of mindfulness is that it's still... Read More

Purpose

Many people go through much of their lives without really... Read More

Are You Invisible?

Ellen was brought up to be invisible. She was taught... Read More

What is Coaching?

Recently, I have received several emails asking me about coaching... Read More

You Can Get There From Here

But first you've got to raise your standards.I know at... Read More

Coaching is Asking the Right Questions

Have you ever known anyone who asked themselves "Why me?"... Read More

Coaches, Do You Make These 7 Deadly Cash Flow Mistakes in Your Practice?

Managing cash flow is every small business owner's most important... Read More

Smelling the Roses: Better Living Through Savoring

"Stop and smell the roses," people often say. Then they... Read More

Time Travel

Let me quote something you wrote. "When you reach the... Read More

Managing Performance Every Day

The scenario?The company has decided it needs to eliminate costs.... Read More

A Call To Do Better

I'm calling you out. Issuing a Challenge. Relax, It's not... Read More

How Can Sceptics Get the Proof They Need

Are you one of those folks that needs to figure-it-out... Read More

Keeping Your Anger Under Control

In my work with individuals and couples, I see many... Read More

Coaching Skills

IntroductionThe question for leaders in organizations today is how do... Read More

Skills for Change

The name of the game is CHANGE -- that's true... Read More

The Self Development Tool Box

Do you have a self-development toolbox? Do you have a... Read More

Coaching vs. Directing - How Does Improv Theater Suggest You Should Lead Your Team

An age old battle in improv that I believe resonates... Read More

The Power of a Scope

We all know the power of a scope if you... Read More

How to Jump-start Your Emotional Health

You've probably heard the expression: "It's not what you're eating.... Read More

Friends?

I met my friend when we were in graduate school,... Read More

Assertive Communication: 20 Helpful Tips

Most of us know that assertiveness will get you further... Read More

The X-factor

Would you agree that today most of us have the... Read More

The Biggest Loser

I am a "Loser". You're gonna learn from this writing... Read More

Stay Connected To WHY You Are Doing Things

"The more I want to get something done, the less... Read More

Freedom for All; Is it Possible?

Freedom for all species and people, and freedom of stress;... Read More

A Small Piece Of Carpet

Have you ever noticed how the way you feel about... Read More

How To Improve Your Selling Skills -- With Coaching Skills

But people love being coached. It's respectful and considerate of... Read More

Mailey?s Introspections [Monday, December 6th 2005]

As I work with clients as their introspective Inner Peace/Relationship... Read More

3 Keys to Making Small Talk Easy to Do

Small talk used to be really hard work for me.... Read More

Why Pacing and Leading is for Wimps!

Okay, you have read some books on body language and... Read More

Its Not What You Think

My work in organizations involves dropping habitual ways of perceiving... Read More

How Coaches Find Clients Online

At a recent networking meeting Jana asked for a recommendation... Read More

Could You and Your Business Benefit from a Business Coach or a Consultant?

The surprising answer is "probably". Most individuals don't realize that... Read More