Career Coaching Information
"creating the very highest personal performance for the benefit of the enterprise"
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.
Life in the booth: Penn State assistant Ricky Rahne describes being Joe Moorhead's eye in the sky - Centre Daily Times
All of us would love to have personal power - the power to manifest our dreams, the power to remain calm and loving in the face of fear, the power to stay centered in ourselves in the face of attack.Our society often confuses personal power - "power within" - with "power over," which is about controlling others.
4 Quick, Easy Ways to Say No to People Who Take You for Granted
No matter how wonderful you are sometimes other people will try to take advantage of your good nature. They will push you, get you to do more than your fair share and keep asking you to do even more.
Fear Is Nothing To Be Afraid Of!
What do you do when fear shows up? Do you hide under the covers of life, shivering as you anxiously wait for the moment to pass or do you stand up with a confident smile and embrace it?Your answer to this simple question will have a considerable impact on the level of freedom, excitement and empowerment you experience on a daily basis. Whatever your response, the thing to remember is that your fears are nothing to be afraid of!What is Fear?The Oxford dictionary defines fear as "an unpleasant emotion caused by the expectation of pain".
9 Guidelines For Spiritual Coaching
Spirituality coaching is more than creating goals and holding someone accountable. Spirituality coaching takes into account the whole person, that is, mind, body and spirit.
Transitions: Moving Through Change With Grace
MOVING THROUGH CHANGECreating any major change in our lives can also create feelings of discomfort. Tiredness, confusion, and uncertainty are among the many emotions that can be experienced.
Eureka! I've Found It!
OK, so it wasn't quite that big of a deal. But I did find the "T" that mysteriously escaped from the word "not" in one of my articles a few months ago.
Coaching Skills Does Matter At Chick-fil-A
In this discussion, we talk about Coaching Skills with Phil Orazi, Dean of Chick-fil-A University and Scott Mayson, Business Consultant with Chick-fil-A in Atlanta, Georgia.Q - What is the role of an Operator at Chick-fil-A, and what are some of the challenges that an Operator faces?Phil - Operators are selected and are independent contractors for Chick-fil-A.
What Is A Personal Trainer
Imagine stepping into the gym for the first time in your life. There are so many machines and gadgets.
Could You and Your Business Benefit from a Business Coach or a Consultant?
The surprising answer is "probably". Most individuals don't realize that a certified business coach or business consultant can add enormously to their home based or more traditional type business.
Coaching Skills for Peers: Extending Influence
Many people think of coaching solely as a management technique. Although coaching skills provide managers with the means to get business results while creating solid relationships, the value of coaching in other arenas is often overlooked.
Fear of Intimacy
Emotional intimacy is one of the most wonderful experiences we ever have. Nothing else really comes close to the experience of sharing our deepest thoughts and feelings with another, of being deeply seen and known, of sharing love, passion, laughter, joy, and/or creativity.
Five Steps to Vocational Passion: A Disciplined Plan for Major Mid-life Changes
There's a famous song lyric that asks: "Is that all there is?" Every seven seconds, an American turns 50 years old. So there's a good chance that song is running through some of their heads.
How to Create Your Ideal Life - Excerpt from Individual Power
When I lost it all, I felt powerless. During my darkest hours, I wrote letters to God asking "why?" I received answers in writing.
Are You Addicted to Anger?
Michael was raised in a home where anger was used to control. His parents used their anger to attempt to control each other as well as their children.
Who Are You Mixing It With?
I talk and write a lot about Life Design - creating and sculpting a life that is fulfilling for you. It is about shaping your personal landscape and environment.
Drop and Gimme Ten!
Every one of us have dreams, desires and goals that we put on the shelf. In front of them are a litany of excuses -- but not one reason -- why they aren't being pursued.
Self-Defense Within Martial Arts Training Demands a Real-World Perspective
This story is being offered in response to a request made by my teacher, Soke (Grand Master) Masaaki Hatsumi, during a recent training visit to Japan. During one of the training sessions, Soke was suggesting that everyone, regardless of rank, should make it a point to talk to those with actual combat experience and to learn from these people.
What is Life Coaching?
An recent article in Money Magazine said that "A coach may be the guardian angel you need to rev up your career." In fact, if you pick up any major newspaper or magazine, you are bound to come across a glowing article on coaching.
Our Perception Determines Our Experience
Not long ago, I traveled back east to Ohio and Chicago. While I was there, I was amazed that the friends I made along my journey seemed to have completely different observations of the state in which they lived.
Coaches, Do You Make These 7 Deadly Cash Flow Mistakes in Your Practice?
Managing cash flow is every small business owner's most important function. Avoid these seven deadly mistakes to make sure you aren't creating cash flow problems in your coaching practice.
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