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.

Training is Not the Same Thing as Exercising

What it takes to GROW!In almost every workshop we deliver,... Read More

The Real Truth About Working Smarter, Not Harder

Running a business or department can often stretch you to... Read More

An Example of Allowing a Desire to Arrive on Its Own

I don't know why, but it seems we trip over... Read More

Guilt: Is it Getting in the Way of Your Self-Care?

When Do We Usually Feel Guilty? When:We're not feeling ok... Read More

Coaching for Results

He's a very successful sales manger who craves results. He... Read More

101 Winning Choices

Personal missions statements (PMS) are just nothing but the winning... Read More

Top Ten Things You Would Never Hear a Coach Say (or then again?!)

When coaching, it's all about the client, be that as... Read More

Help! I Need to Make a Decision!

Many people who come to my office say they have... Read More

10 Things I Wish I Would Have Known Before I Went Into the Real World

I must confess, I laughed when I saw that Maria... Read More

COACHING: When it?s Beyond Oprah and Dr. Phil

How many more servings of the daytime self-help salad will... Read More

Make Your Life Easier?

'Have you read the Art of War?' someone asked me... Read More

Become More Self-Confident

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

Boost Your Self-Esteem

What Is Self-Esteem?Self-esteem literally means to esteem, or respect, yourself.... Read More

How to Solve Disputes with the Helicopter Talk Technique

Do you ever find that when a friend asks for... Read More

Could You Be A Workaholic?

If you need to put on boots and grab a... Read More

Saying NO to Good Opportunities!

Tracey started her video production company 2 ½ years ago,... Read More

Burn-Out ...Whats Next?

If you feel the heat of burn-out, it is possible... Read More

3 Easy Steps to Low Stress Communication

Life is all about choices. And so is the way... Read More

Successful Implementation of Company Wide Coaching Programmes

Ten years ago I was fortunate enough to be heavily... Read More

The Incredible Human Psyche

The intriguing Human psyche - more complex than the metamorphosing... Read More

The Self Development Tool Box

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

Enhancing Life for a Lifetime

Do you often feel lonely, anxious, or even depressed? Is... Read More

Ten Ways to Make New Years Resolutions That You Can Actually Keep!

Are you one of the millions of people who make... Read More

Creating An Effective Toolbox For Success

WHAT'S IN YOUR TOOLBOX?Think tools are just for builders and... Read More

What I Would Include In A Coaching Book

A coach is an essential figure in providing direction and... Read More