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For the term "Coaching".

The 2 Types of Coaching Performance – Best Skills

Coaching is an important skill for a retail manager. It helps increase the productivity in all of you employees – even the best ones. But there are two types of coaching you should practice in your store.

Unleashing the Power of Anytime Coaching

Recently, more public sector managers have incorporated techniques used by leadership and executive coaches into their management toolbox. Whats the payoff for becoming a manager-as-coach in todays busy workplace? One perception of using coaching techniques is that they take …

The Power of Coaching

Most people hear the word coach and instantly think sports coach. Some may think of a mentor they had when they first started their careers. But what is coaching all about? Coaching: A Definition Its important to understand how workers are using coaching to …

Executive Coaching: Leadership Development in the Federal Government

The federal government is suffering from a serious leadership deficit, and that deficit has only grown in recent years given the challenges facing the United States. Thats the major headline to emerge from a recent report published by the Partnership for Public Service (PPS) in conjunction with cons…

Cultivate a Coaching Culture

Investment in employee coaching is well worth the effort. Bersin & Associates research shows that organizations with strong coaching cultures deliver superior results. Organizations investment in coaching for performance management has increased 10 percent within the past three years in response to economic difficulties, the ri…

Creating a Coaching Culture

Similar to athletes, employees can improve their performance through the encouragement and support of an effective coach.

Coaching Teams for Emotional Intelligence in Your Diverse Workplace

Affirmative introspection – taking a look inside Team members can create synergy and nurture one another’s creative spirit. Or they can maintain rigid, stereotypical perspectives about one another that prevent the team’s overall effectiveness. Identifying team members’ stereotypes and hot buttons wi…

Coaching for Catalysts: Creating Great Coaching Moments

When thinking about what distinguishes great from poor coaching, I remember a conversation I overheard early in my career. I was 20 years old, with an ego that outpaced my accomplishments by a long shot (in other words, I was a normal 20-year-old). I am going to call the performer “Jack” and the coach “Jill.” Jack was the…

Coaching Comes Into the Light

Working with a coach has shed the stigma of failure and become a badge of voluntary improvement. Executive coaching is especially on the rise.

Why Healthcare Needs “Sports Coaching”

Applying a sports model in healthcare will increase the connection between coaching interventions, improved employee performance, and desired business outcomes.

Upcoming Webinar: Coaching by the Numbers: Using Metrics to Drive Higher Sales Performance

CRM provides lots of data to sales managers every day. But how do they actually use those numbers? To examine their sales reps’ lagging performance or to coach their reps to higher performance? Join Jason Jordan of Vantage Point Performance as he shares an innovative coaching framework revealed in his groundbreaking research on sales metrics. Learn the few key metrics that drive sales performance and how to use those metrics to improve the impact of coaching.

Three Major Components of Balanced Sales Coaching

The analogy of a three-legged stool illustrates the need for balance among the three major components of world-class sales coaching: observation, motivation, and feedback. You can explore these topics further during ASTD’s upcoming offering of the Sales Coaching for Business Impact Certificate.

The Importance of Coaching: Q&A With Lisa Downs

Clara Von Ins talks to Lisa Downs, one of the facilitators of the ATD Coaching Certificate Program, to discover key ways to bring coaching to your organization.

New Webinar: Drive Performance in Times of Change with Sales Coaching

As times change, so does an organization’s strategy. To ensure that the execution is smooth and as close to the plan as possible, new processes and initiatives inevitably need to be created. This in turn requires buy-in and sales team behavior change, which is always easier said than done. So how can sales training and development leaders drive adoption in the most effective way? With sales coaching! Join us for this FREE webinar from Dr. Brian Lambert of Forrester Research as he explores how a robust and active sales coaching program can identify new behaviors and reinforce them with tailored sales coaching conversations. In times of business change, sales coaching conversations are the best way to bridge strategy to execution while helping sales team members take new action or revise their current course. This webcast will focus on: New times may call for new actions, but those new actions still need to be reinforced. Recognizing the role of coaching in a development strategy is key to making certain that behavior is truly being changed. Register now!

New ASTD Certificate on Sales Coaching!

It’s becoming more and more expensive to hire new talent, and you can’t expect that to change any time soon. So instead of looking outside your company for high performers, you’ll need to start building them from within. Sales coaching is an integral part of this process, but often managers don’t know where to start. Learning to mentor someone isn’t something you learn overnight, and being good at what you do doesn’t necessarily mean that coaching someone will come easy to you. To learn how to provide guidance, you might need a little assistance yourself. ASTD has recently announced a new certificate program to help you learn how to successfully coach for sales. The Sales Coaching for Business Impact Certificate Program is a two-day workshop that leverages the research from ASTD’s World-Class Sales Competency Model. Based on the research and the Coaching for Sales Results Area of Expertise, you’ll participate in highly interactive exercises and sales team analysis while learning the foundation of effective Sales Coaching, proven coaching strategy and tactics, and will take home tools they can use immediately in their organizations. Sales Coaching for Business Impact Certificate Program (instructed by Tim Ohai, co-author of our best-selling book, World-Class Selling: New Sales Competencies) October 19, 2010, Alexandria, VA December 2, 2010, Alexandria, VA After this course, you will be able to: Register today!

Most Managers Failing at Coaching Duties

(From PRWEB) — A new report by Impact Achievement Group has revealed that the vast majority of managers and supervisors in organizations today receive a failing grade in coaching. The report, “Performance Coaching: The One-Size-Fits-All Dilemma,” surveyed human resource and training professionals, managers and chief executive officers on the impact their managers were having on the engagement and discretionary effort of employees. Among other findings, the report uncovered that: Read more.

Making Progress on the Sales Coaching Journey

Welcome to the first edition of the Sales Coaching blog. As someone who is radically committed to the value of good coaching, it is my hope that you will find this space to be a powerful addition to your toolbox and your pursuit of creating excellence. So, where are you? Are you at the beginning, the middle, or the end? Of the journey, I mean. The coaching journey. And don’t give me some pseudo-plausible excuse that it isn’t a journey, because that would only give you away. The coaches I know, especially the great ones, always talk about how coaching is a journey. You are always working on something. Even when you think you have “arrived,” the players change the rules. Imagine how successful Vince Lombardi would be with today’s athlete. He would either crush the athlete’s will or be run out of town for being “out of touch” with today’s player. Conversely, imagine how Phil Jackson’s Zen approach to Jordan or Kobe would have worked in yesteryear. But that’s the confusing thing. You see, we often interchange the title with the role – and that’s not smart. Just because you are called Coach (or have a coaching mandate from HR) doesn’t mean you know how to do it, and vice versa. Know anyone who is great at coaching yet doesn’t have the title? You probably do. You see, great coaching is about all the skills, talents, and wisdom needed to bring the best out of others. So, back to the question at hand… where are you? Seriously, think about it before you read on. Next question: where are you going? Are you moving forward, or are you repeating the same experiences and lessons over and over again. In other words, are you a ten-year coaching veteran or a “Coach” with one year’s experience ten times? Want a real dose of honesty? Go ask your players. What would they say? I don’t know how, but we’ve become isolated from the idea that leaders are responsible for making others special. It’s not about showing how special you are. Look back at your calendar for the last couple of weeks. How much time did you spend on bringing the best out of your players? Now, how much time did you spend showing how special you were? Need examples? Bringing the best out of others looks like coaching one on ones, joint sales calls where you let your player take the lead, and following up on your players’ successes by letting them know how proud you are of them. Showing how special you are looks like taking over the sales call, calling folks to tell them they failed (or worse, “letting them know” they are behind and need to get their numbers up), or simply spending all your time on administrative crap. I can’t tell you what the right ratio is (every situation is different), but if you feel guilty right now, do something about it. And if you feel good, pat yourself on the back and turn your momentum into focus. Be acutely aware of what you are doing right, and do more of it. It will define your journey. And increase your sales. Sincerely ~ Tim Grow your people. Grow your revenue.

ICF Research Study Benchmarks Global Awareness of Coaching Profession

(From PRNewswire) — In honor of International Coaching Week, the International Coach Federation (ICF) is sharing findings from its latest research study which benchmarks global awareness of professional coaching for the first time. “Continuing its role to provide the coaching profession and public with reliable industry research, the ICF is happy to share findings of our latest study during this annual coaching awareness week,” said ICF President and Professional Certified Coach Ed Modell. “The results are significant because they give us the first look at how widespread coaching has become in the last two decades on a global scale. Knowing more about the public’s knowledge of and experience with professional coaching now will help us sustain and build our industry’s future.” ICF commissioned PwC’s International Survey Unit (ISU) in 2010 to conduct the Global Consumer Awareness Study which surveyed 15,000 individuals, ages 25 and up, from 20 countries throughout Africa, Asia, Europe, North America and South America. Here are top findings from the Global Consumer Awareness Study: How aware are people of professional coaching?

How to Use Competency Models for Coaching

Cheryl Lasse explains how you can use a competency model to discuss your employees’ skills and skills gaps in a data-driven conversation.

Free Coaching Seminar and Networking Opportunity for Federal Government!

The Federal Special Interest Group will be hosting a workshop: How Coaching Can Strengthen Employee Engagement In the Federal Workplace. If you supervise employees, your relationship is a primary factor in the degree to which they feel engaged. Find out how coaching skills can strengthen your relationships with employees and lead to increased productivity, and measurable development in individuals and teams. Lisa Nabors, a Professional Certified Coach (PCC) and a Certified Professional Facilitator with over 20 years of experience will be the presenter of this seminar. Please join the discussion on Wednesday, September 30, 11:45 AM to 1:15 PM at the Bureau of Labor and Statistics, Postal Square Building, First Street entrance, lower level, conference facility. If taking metro, use First Street exit at Union Station red line Metro Station and walk across the street to the building. RSVP to Jack Malgeri, jrmalgeri@aim.com. Please also provide your organization’s name and office telephone number for building security entrance purposes. Feel free to contact me for more details. Happy Learning!

Free Article: Five-Minute Sales Coaching

Its no secret that sales is a rapidly changing profession, and anything written on the topic is outdated quickly. But I recently dug through our T+D article archives and found an article written in 1998 by that continues to be relevant. Five Minute Sales Coaching, written by Linda Richardson, highlights the importance of coaching in the success of sales people and offers some tips to make it part of a sales managers daily routine. Take a quick read: Im sure youll find a few nuggets you can use today!

Easy-Access Coaching for Federal Agencies

As a leadership and executive development specialist at OPM, Cassie Brennand has been a driving force behind the Federal Coaching Network, a program designed to give federal agencies access to internal certified coaches at no cost.

Coaching Up and Down the Generations and How it Applies to Sales

ASTD recently released Coaching Up and Down the Generations, a book tackling the question of how to coach when four generations are working together. We’ve talked briefly about the differences between the generations in the past, so we sat down with the author, Lisa Haneberg, to discuss typical problems that sales professionals can run into when trying to coach and the best ways to solve them. Common Pitfalls of Coaching One of the biggest problems that sales managers can have with coaching is simply not knowing what a coach is supposed to be. For starters, a coach is not meant to be a cheerleader. You should be motivating your sales team, but if you want them to be successful, you have to give feedback too. Successful coaching isn’t storytelling either. In other words, that look on your salesperson’s face is boredom, not captivation. So what’s the best way to look at coaching then? Lisa says that you’ll be a more effective coach “when you approach every coaching conversation from the viewpoint of a facilitator versus a sage.” This means that a coach isn’t meant to impart wisdom, but to bring out the best of what’s already inside someone. One great way to be a coach is to do something most sales managers are already familiar with: asking questions. If you ask questions, you’re enabling the salesperson to figure out their own answer. Instead of passively listening to your advice, they’re actively trying to solve their own issues. Empowering is the key to coaching. And, just like when you ask your customers questions, there’s no such thing as asking too many. Developing Your Own Coachability One problem sales managers may face before they can be effective coaches is that they may need to work on their own ability to be coached (their “coachability”). Here’s what Lisa had to say about developing your own coachability: “To be great learners, sales professionals need to be open, curious, and willing to explore many possibilities. The key to great coachability, then, is to see the time you invest in learning from others as an investment, not a cost… Highly coachable sales people improve their performance and results by sharing best practices and innovating.” In other words: if you’re not willing to listen and learn from others, why should others be willing to listen and learn from you? The key to being a good coach is also the key to being a good learner. Facing the Inevitable: Coaching Someone Older Than You You’re going to have to face it: sooner or later, you’ll end up with the often uncomfortable task of coaching someone who is old enough to be your parent. One of the first things you need to realize is that no matter what, the salesperson is likely to be embarrassed about the prospect of someone younger and likely less experienced trying to coach them. And unfortunately, there’s not every much you can do to change that. What you can do though is recognize the opportunity that this awkwardness can create; that is, that you have no choice but to be a facilitator instead of a sage. By coaching through open-ended questions instead of advice, you’ll significantly reduce the amount of friction that this situation may bring. Lisa notes that while coaching with “humility, appreciation, and patience” is always important, they become much more integral to success when the coach is younger than the learner. Coaching Up and Down the Generations looks at the key processes of transferring knowledge, developing teams, and collaborating, and examines how different age groups can better learn from each other and even experience major breakthroughs that will improve their progress – despite disparate backgrounds. Buy your copy at the ASTD Store today !

Coaching for Excellence

ATD 2016 speaker Susan Croft discusses the importance of coaching skills and the rewards of coaching.

9 Steps to Make Coaching Work for You

Rituraj Sar, a speaker at the 2017 ATD India Summit, offers nine simple rules to ensure that coaching works for your organization.

4 Ways Sales Coaching Can Help New Hires

Many sales managers try to build their sales team with experienced salespeople who have a proven track record in their industry in a way to help them “hit the ground running.” But what if you are unable to find highly skilled salespeople for your industry? Even if sales managers have the ability to assess critical success indicators in their sales recruits (such as personality, drive, ambition, or compatibility, etc), how can sales managers help their new sales team members decrease ramp up time and the time required to achieve their first sale? Even if salespeople are hired because they can bring an extended rolodex of contacts with them, how can sales managers help them achieve success and leverage that contact list with the most effectiveness? These three examples of real-world sales challenges (finding the right people, deceasing ramp up time, and helping salespeople leverage their strengths) point to a dynamic, challenging, and non-standardized selling process. The approach that sales managers take to address these challenges (and others) must support uniqueness — the organization is unique and the salesperson is unique. Let’s face it, no matter how solid the recruiting, and selection process is, sales managers still need to support their sales team members — nobody can do it alone. A key measurement indicator to this reality is sales team turnover. Within the United States, high sales team turnover is an unfortunate reality faced by many sales managers. Why does sales turnover exist? Many factors, such as a sales recruiting process that isn’t fully aligned, or a sales training program that is less than adequate can contribute to increased turnover. To combat high turnover rates, more and more sales managers have turned to sales coaching as a way to help the sales team increase their competency and capability with the sales job they’re in. Sales coaching can help address three important questions: – Does the salesperson’s purpose fit with your organizations’ vision? – Does the salesperson’s character fit within your organization’s culture? – Does the salesperson’s ability fit within your organization’s sales process? Does the salesperson’s purpose fit within your organization’s vision? A well thought out sales coaching program can help identify if a sales team member’s purpose is in alignment with the organization’s vision. The purpose of a salesperson is typically comprised of his or her needs and personal vision. More importantly the factors that motivate him or her are the catalyst that fuels their quest to fulfill their purpose. Individual need for achievement and personal goals are analyzed within the context of the client company vision, organizational values, and organization goals. If the individual cannot find the inner motivation to help the organization attain its future goals and vision, then the ability to help the firm grow is hampered and the candidate would most likely not be a good fit. A good sales coach must be aware of this. Does the salesperson’s character fit within your organization’s culture? A well defined sales coaching program can help assess if the individual’s character is in alignment with the organization’s culture. A person’s beliefs and ethical mindset must fit within the culture of the firm where they will work. Most sales managers understand that the “character fitting the culture” dynamic is a key contributor to success (or failure). A good sales coaching program can help the salesperson fit in and have an impact to their organization. The culture of the organization will often challenge a sales coach to help the salesperson identify critical team values, norms, and beliefs. More importantly, the sales coach can help the salesperson as they try to attain critical business goals. The vision of the organization must be embraced by the individual. And remember, that character is comprised of their personality traits (such as extroversion, openness, agreeableness, etc) and their emotional intelligence. Does the salesperson’s ability fit within your organization’s sales process? A great coaching program for sales teams is a key driver of sales competence. Sales competence is defined as the salesperson’s knowledge, skills, or abilities to perform. Sales skills are based on a sales person’s knowledge of their position requirements as well as their capacity to perform the necessary work. For sales positions, these abilities could include the ability to understand where the future customer is in their buying process as well as what type of buying style they are using. Abilities are also comprised of the underlying knowledge needed to succeed. Different types of knowledge are needed for different types of sales environments and sales processes. As an example, the knowledge needed to sell into the federal government is different than the knowledge needed to sell commercially. Both the individual’s skill and the business outputs are assessed through past experience and track record. Past performance is important to determine applicable skill of the individual as well as the viability of the company. Let’s face it, sales training programs can fall short on helping new salespeople make ‘heads or tails’ of their organization. A new salesperson may have critical questions that they need to address in areas of culture, process, character, vision, and competency. A well designed sales coaching program can help sales managers stay focused on the most important levers that will help attain revenue, while addressing the real-world aspects of selling that can cause confusion, lack-of-focus, or a lack of motivation. Through effective sales coaching, organizations can better support their sales training programs through reinforcing key sales training knowledge out in the field, where the action is. Sales managers, coaches, and trainers, should build their sales training with sales coaching in mind, and solid tools, processes, and job-aids from reputable organization can help fast-track sales coaching success.

The Power of Strengths-Based Coaching

From the ATD 2015 International Conference & EXPO: This session is for coaches, team leaders, and HR professionals who want to develop or enhance their coaching skills.

The Five Essential Coaching Questions (Yes, Just Five!) (SU204)

You already know that coaching is a foundational skill for all managers and leaders. It drives engagement, focus, and resilience. It allows managers and their teams to do more Great Work: work that has impact and work that has meaning. But it’s proving harder than expected to get managers to coach more often and more effectively. The biggest barrier? Not a lack of skill, but a lack of time. In fact, if managers can’t coach in 10 minutes or less, they simply don’t have the time to coach. In this…