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.

---

Priorities: Are You Living Yours?

In the Charles Dickens classic, "The Christmas Story", Scrooge is given the opportunity to examine his life and his priorities before it is too late. Upon being shown his grave by the ghost... Read More

Learn to Say No!

How many times have you agreed to do something that you actually didn't want to do? For someone at work? Your friends? Even your spouse? All you had to do was say no,... Read More

Several Red Flags for Spotting a Phony or Scam

The world is full of phonies and scammers these days. They use various mediums such as phone solicitation, spam email, magazine and newspapers ads, TV infomercials, and plain old snail mail. They are... Read More

The Art of Change

We don't change. I imagine such a statement could find a lot of opinionated opposition if it implied a lack of growth, whether that be on a knowledgeable level, a logical or spiritual... Read More

The Role of Grief Group Facilitators

Technically, there are two types of grief groups. Informational and support groups are for individuals who have an interest in the grief process. The purpose of these groups is to promote grief education... Read More

Trust In The Moment, and Trust In Yourself

Do you often get yourself upset and feeling less than fully confident, as part of your preparation for facing a daunting challenge? You can improve your performance if you let your somatic intelligence... Read More

Progress Reviews: Your Key To Effective Coaching

One of the most effective ways to help your staff succeed is to provide regular, consistent coaching throughout the year. A Progress Review is a specific kind of coaching discussion, tied to the... Read More

Parts that Make the Whole? or Not

There are many parts that make up you.There's the Musical You, the Friendly You, the Amazing You, the Genius You, the Calm You, the Peaceful You, and many more parts that make up... Read More

The Right Coach

Who is the Best Coach For Achieving Your Goals?A friend of mine was recently at a Mark Victor Hansen and Robert Allen workshop. They were promoting their Enlightened Millionaire Program. One of the... Read More

Creating Supportive Environments

I'm writing this on my laptop in a Cosi caf? in Dupont Circle in Washington, D.C. The reason I am here has nothing to do with me or my business, but the reason... Read More

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... Read More

Email Etiquette 1

I thought it might be worth visiting some email etiquette for all as the majority of the readers of this newsletter are now on email.It is important to consider that when emailing people... Read More

Be The One With Something Interesting To Say

How Do You Learn Something New?If you could learn fast and effectively, you might become the person with something interesting to say on any topic. It could also help in your carreer or... Read More

One BIG Way To Increase Your Values and Self-Esteem

One hour here, two hours there, even fifteen minutes, it all adds up, and quickly too. Television is toxic to our self- esteem. In fact, 90% of television programs are a depressant. That... Read More

Be Better at Business ? And Lose Weight, Too!

In business, individuals often secure the services of a success coach like myself to "fix" certain areas of their professional life. The desired fixes typically range from a desire for a promotion and/or... Read More

How to Make $100,000 Dollars as a Personal Trainer ? Part C for Client!

My name is Greg Ryan. For the last twenty years I have counseled thousands of personal trainers, fitness directors and gym owners on how be successful in the health and fitness industry. No... Read More

Freedom for All; Is it Possible?

Freedom for all species and people, and freedom of stress; is it possible? Could the Internet be a tool to getting there?Freedom, what is it? I am an Internet writer whose job is... Read More

Different New-Years Resolution - Pass-It-Forward

Every 12 months, as the New-Year rolls around, we all brag about our New-Year's Resolutions. With inflated chests and with all the authority we can muster, we announce to any and every available... Read More

Is Your Life In Motion?

Ever since the Internet bubble and the 9/11 terrorist attacks, I've seen many people; including friends and family lose their jobs and/or personal fortunes overnight. The struggling economy has been merciless on the... Read More

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... Read More

What To Do? Lifes Big Question

We've all experienced the same thing at important crossroads in our life when big changes were underway. Often, we find ourselves feeling panic and frozen in time, possibly with indecision, waiting and wondering:... Read More

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

Leaders today have many challenges when it comes to guiding and influencing the performance of their team members. In the past, productivity and success depended on sheer muscle and sweat. Competition, technology and... Read More

Are You At The Point Of No Return?

There is a point at which everything becomes simple and there is no longer any question of choice, because all you have staked will be lost if you look back. Life's point of... Read More

5 Keys to Powerful Communication

As a coach that specializes in marriage, couples and family coaching, it is critical to develop strong and clear keys for communication. How many times have you been faced with a difficult feeling... Read More

Enhancing Life for a Lifetime

Do you often feel lonely, anxious, or even depressed? Is a mid-life or quarter-life crisis threatening your confidence, self-esteem and well-being? Do you yearn for practical advice on enhancing, balancing and bringing new... Read More

Live With An Attitude Of Gratitude

Imagine for a moment one of those nights when you just can't fall asleep and you have to get up early the next morning for a very important meeting of which you are... Read More

W Edwards Deming

Immediately post second world war W Edwards Deming went to Japan to create order from the crisis that was the Japanese economy.In Japan he found fertile ground for a set of ideas that... Read More

How to Coach Yourself!

Some people are not in a position to work with a coach right now. Some are stretched financially, while some are still using the "lone ranger" method. Other people might be uncertain about... Read More

Magic Potions We All Need This Time of Year

As winter descends we begin to feel the chill of shorter days and less sunlight. For many of us, less hours of light combined with colder temperatures results in us feel less light... Read More