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.

---

Viewpoints - Communication Destruction Or....

Viewpoints! Everyone has them and they are personal. However, when... Read More

How To Overcome Stuck States In Personal Growth

Although many of us use self-help tools like affirmations, visualizations,... Read More

Do You See Clearly?

"I don't see how I can just make up my... Read More

Build Your People Skills

How would you like to get along even better with... Read More

Walt Disney, the Inspiration to Form a Better Life?

You, like many others, may have come to this article... Read More

Great Advice

It never ceases to amaze me that every time I... Read More

Among the Purpose & Personality

I have one magical thought, lets see it more closely.... Read More

How to Deal Effectively with Anxiety

Every human feels anxiety on occasion; it is a part... Read More

Moment of Magic

Laughter may or may not be a shock, relieved, but... Read More

Recreating Yourself

So it's time for a change. You've taken that hard... Read More

Leadership Coaching at Gettysburg

The battle at Gettysburg is one of the most notable... Read More

Keeping Your Anger Under Control

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

Let?s Say You?re a Dog. Are You So Competitive You?d Eat a Carrot?

Seems like a gal always learns something out on the... Read More

Personal Strategic Planning

I have a few questions for you ---What if we... Read More

The Long Way

I wrote you about four years ago, when my eight... Read More

Personal Life Coaching And How It Can Help You

Coaching is an effective process used to support individuals in... Read More

Dont Settle

Settling is about not embracing what is best for you,... Read More

Finding a Mentor in the 21st Century

Traditionally, mentors volunteer the wisdom of their experiences to help... Read More

Are You Invisible?

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

Its Not What You Think

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

Some Business Coaches are in Error

Many business coaches deny the power of suggestion while using... Read More

The Art of Change

We don't change. I imagine such a statement could find... Read More

Essence of Awakeness

Be conscious, aware, and alert. Pay attention. Remember when you... Read More

Coaching Book Review: The Coach: Creating Partnerships for a Competitive Edge

Leaders today have many challenges when it comes to guiding... Read More

Every Obstacle Always Presents an Opportunity

In ancient times, a King had a boulder placed on... Read More

Is Coaching Everything That It Is Cracked Up To Be?

Personal or business coaching has helped thousands change their lives... Read More

Being an Emotional Victim

None of us like to think of ourselves as victims.... Read More

Be A Champion Communicator by Becoming a Chameleon

Recently, I worked with a client who was having a... Read More

The Adventure Attitude

Of the 60,000 people who lived to be over 100... Read More

Whats in it for me if I Hire A Coach?

1. An unshakable foundation:Create and build your life from the... Read More

Life Coaching for Success and Fulfilment

We live in a world of rapid change and uncertainty.... Read More

The Secret of Self-Esteem

Have you ever thought about what really creates self-esteem? Having... Read More

Become More Self-Confident

Signs of Self-ConfidenceLet's explore the meaning of self-confidence by taking... Read More