Furthering the Coaching Process
A mix of coaching strategies and tools were utilized in the coaching of the GM and the leadership team. The further into sessions the GM went, the more self-awareness she gained as to the situation she had created. She was able to become more aware of how her own destructive, non-trusting, and dictatorial actions had created the complete opposite of what she had set out to do. Her responsibility for the current situation became clear. As she was able to become more aware of the impact she had and learned more positive actions to take, the employees were able to begin feeling the tension relax.
Training programs were held company wide. Leaders were trained in the use of positive reinforcement, professionalism, and acknowledging their staff. Employees were given hands on opportunities to work through situations. Team activities including managers and employees added to the development of trust and interpersonal skills among everyone.
The sales team received coaching as well. They were able to become aware of how their behaviors impacted the inside staff. The makeup of the sales team was changed when some of the existing members found they did not possess the desire to make the changes as the others did. Replacing these staff members was done very cognitively. An ideal sales rep was defined and that is who was sought as a replacement. The team spirit that began through coaching continued due to the commitment of that team. They saw the rewards of their efforts and it inspired them to do more. Their efforts resulted in highly successful results. Core product sales had risen to their highest point in three years. The number of sales calls being made by each rep increased by 15% and the territory expansion prospects led to the proposal of two contracts. Company revenue grew by 26% as a result of the overall performance of the sales team.
Business and Leadership coaching can be a highly effective tool for producing results within an organization. When participants are open to the coaching process, willing to grow in their self-awareness, and able to become agents of change, great things will happen. Coaching brings about awareness that allows for growth on many levels; growth that turns into bottom line profits, a positive company culture, and employees that will go the extra mile because they want to. Being flexible in the presentation of coaching and the method by which it occurs will lead to great possibilities and endless personal development opportunities.
Underhill, Brian O., Mc Anally, Kimcee, and Leider, Richard J. (2007). Executive Coaching for Results: The Definitive Guide to Developing Organizational Leaders. Berrett-Koehler Publishers.
Hughes, Marcia, Bradford, James. (2012) Emotional Intelligence In Action: Training and Coaching Leaders, Managers, and Teams. Pfeiffer Publishers.
Goldsmith, Marshall, Lyons, Lawrence, Mc Arthur, Sarah. (2012). Coaching for Leadership: Writings of Leadership from the World’s Greatest Coaches. Pfeiffer Publishers.http://www.metasysteme-coaching.eu/pdfexport.php?nid=1381