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.

Related News

Creampuffs, coaching debuts on the menu for first week - Detroit Free Press Point-Spreads.com Creampuffs, coaching debuts on the menu for first week Detroit Free Press, United States -31 minutes ago Outside the Top 25, there will be plenty of other anxious coaches making their coaching debuts with their respective schools. Rick Neuheisel at UCLA, ... Can they keep it up?FOXSports.com College football preseason Top 25Outsports.com PAC-10 Preview: Six achilles' heelsTheNewsTribune.com Myrtle Beach Sun News - Kentucky.com all 106 news articles Roddick Wins at US Open After Parting With Coaching Brother - Bloomberg SkySports Roddick Wins at US Open After Parting With Coaching Brother Bloomberg -12 hours ago By Danielle Rossingh Aug. 28 (Bloomberg) -- Andy Roddick cruised into the second round of the US Open, the scene of his only Grand Slam title, ... Andy Roddick's brother no longer coaching himInternational Herald Tribune ANDY SMOKES SANTORO IN FIRST ROUNDNew York Post Once No. 1-ranked player on the planet trying to regain form - TennisESPN all 230 news articles Executives Headed Overseas Benefit From Expat Coaching - Workforce Management Executives Headed Overseas Benefit From Expat Coaching Workforce Management, Ca -2 hours ago Executive coaching has increasingly shifted away from fixing problem managers to helping corporate stars achieve peak performance. ... The Boom in Business CoachingWorkforce Management all 2 news articles The long and short of coaching golf - The Gazette (Montreal) The long and short of coaching golf The Gazette (Montreal), Canada -5 hours ago I'm coaching people that love the game, that want to learn the game. Today, everybody wants to play golf. If you're in business, you've got to be playing ... Wake Forest dealing with rare coaching departures - International Herald Tribune Point-Spreads.com Wake Forest dealing with rare coaching departures International Herald Tribune, France -19 hours ago New tight ends and fullbacks coach Steve Russ played linebacker for Grobe's teams at Air Force in the mid-1990s and spent four seasons coaching at Ohio ... Making believers under BrilesAustin American-Statesman Wake Forest at BaylorNews & Observer Big 12 links: Bottom-feeders kick off 2008 season tonightESPN Houston Chronicle - Waco Tribune Herald all 76 news articles Stu Barnes announces retirement, joins Dallas Stars coaching staff - The Canadian Press TSN.ca Stu Barnes announces retirement, joins Dallas Stars coaching staff The Canadian Press, DALLAS -2 hours ago DALLAS — Stu Barnes' playing career is over. The veteran forward has decided to retire after 16 seasons in the NHL to become an assistant coach with the ... Stu Barnes Announces Retirement, Joins Stars Staffhockeyfights.com Stu Barnes retiresDallas Morning News all 163 news articles Coaching Central football is DiMatteo's dream job - TheDoings-ClarendonHills.com Coaching Central football is DiMatteo's dream job TheDoings-ClarendonHills.com, IL -8 hours ago He believes one key to the Red Devils' consistency is a great coaching staff for all levels committed to a common goal. "The staff we've got is outstanding ... The new face of Michigan football Rodriguez leads new coaching ... - The Ann Arbor News - MLive.com Columbus Dispatch The new face of Michigan football Rodriguez leads new coaching... The Ann Arbor News - MLive.com, MI -3 hours ago His coaching staff, mostly brand new to Michigan, will be dealing with a team that lost almost half of its starters from a year ago. ... Rodriguez's story is more than just West VirginiaHuntington Herald Dispatch Ann Arbor outsider bears promise of change at UMDetNews.com Whither Michigan football tradition?USA Today Minneapolis Star Tribune all 63 news articles Northwestern adds experience on coaching staff - Chicago Tribune Northwestern adds experience on coaching staff Chicago Tribune, United States -11 hours ago Mike Hankwitz takes over as defensive coordinator with 38 years of coaching on his résumé, his most recent achievement building a stalwart defense at ... Soccer club taking steps to upgrade coaching, give players more ... - Lewisboro Ledger Soccer club taking steps to upgrade coaching, give players more ... Lewisboro Ledger, NY -2 hours ago But as a new season approaches, club officials feel there’s more that can be done to take the club to another level — in terms of coaching, ...