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.

More Resources

Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting

More Coaching Information:

Related Articles

Coaching Can Help Teachers At A Crossroads In Their Careers
Teachers enter the profession with the desire to help others, but after years in the field it can lose its luster. If it's no longer offering satisfaction the way it once did find out how you can get the joy back.
Do You Mind If Someone Screams At You?
A headhunter was on the other end of the phone. He was looking for an assistant to a CEO/Owner for a small, but very successful business.
Bringing Forgiveness Down To Earth
What does it mean to forgive?One of the first things we typically think when we hear the word "forgive" is that it is a spiritual concept that is mostly out of reach for us mortal human beings. The bible talks about it, pastors implore us to forgive, we might believe that it is something that we "should" do but for the most part, most of us find it very difficult, if not impossible, to accomplish.
Its Only Adult ADD-What A Relief!
For most of her fifty years, Barbara was at war with herself. Keeping organized, being on time, and finishing what she started were always a struggle.
Make Your Life Easier?
'Have you read the Art of War?' someone asked me once. Fighting someone to get your way is definitely a valid strategy.
Life Coaching for Success and Fulfilment
We live in a world of rapid change and uncertainty. Nothing is as it was even ten years ago.
Among the Purpose & Personality
I have one magical thought, lets see it more closely. Every one has purpose of life.
Not Blind, Just No Vision
Helen Keller once remarked that there was one thing she knew of that was worse than being blind; it was to be able to see but have no vision.In case you do not know the story of Helen Keller, she was less than two years old when she suddenly came down with a fever that left her unconscious.
Personal Development Profiles
Personal development profiles, also known as personality profiles, are a tool I frequently use before starting a course of coaching with a client. The client answers a series of questions about preferred behaviour styles and their responses generate a report which outlines their strengths, areas for improvement, blind spots, their contribution to the team, ways they could improve their communication and how to deal with challenging people.
Sheep Do Not Start Out Lost
Have you ever thought about how sheep get lost? Even with a shepherd, they still get lost. How does this happen? The one thing I know for sure is that they did not start out lost.
Communicating with Case Studies
Not long ago, I made a partnership pitch, on behalf of an organization I represent, to another organization with similar interests. If the idea had come to fruition, it would have radically changed our organization.
Receiving Thanks and Praise - The View from the Other Side
We demand more from those who provide to us and because we are frequently in roles which deliver goods and services ourselves, we are on the receiving end too - of complaints, frustrations and generally poor behaviour.Why is it that when we are on the receiving end, we miss the fact that we ourselves, when we hang up our service-provider-hat at the end of our shift, often end up as 'customers behaving badly' too?Why do we take our own frustrations out on others, the way it has been taken out on us? Why do we sometimes become the Hyde from our normal Jekyll?So, when someone goes the 'extra mile' to say 'Thank you', or appreciate the actions you have taken? What do you take from that and how do you react? You feel good, I guess.
Throw a No-Heat Party for the Planet
Is it really possible to have loads of fun, and help the planet at the same time? I remember the first No-heat party I went to. It was on the coldest night of winter that year, according to the Farmer's Almanac.
Dont Be Jealous - Be Inspired
When we see people do things we cannot do, or have things we don't have, it might be tempting to be a little jealous. But, jealousy doesn't lead to anything except resentment, and that isn't going to help you.
Who Do You Talk To?
Many of you reading this will be running businesses, or parts of, whether they are your own or not. This means that you have many things to deal with on a day to day basis plus trying to do the long-term thinking needed to lead and run the business.
Coaching vs. Directing - How Does Improv Theater Suggest You Should Lead Your Team
An age old battle in improv that I believe resonates well with challenges we experience in the business world is the question of whether a team should have a coach or a director (in which case it should be called an ensemble). In addition there's the third option of the self coached team, which I will call committee from here on forward.
A Simple Strategy for Managing ADD
As an ADD Coach, I usually begin my conversations with new and potential clients by saying, "Tell me about yourself and why you're looking for coaching." Most people answer with a long list of their ADD challenges.
3 Tips for a Great Summer - Developing Life & Business While Having a Blast
As the last day of school arrives I feel the same tendency I had as a child..
Curbing the Public Nuisance (Part 1)
He's been around since the dawn of humanity. His profession is even older than the world's oldest profession.
Loving Every Phenomenal Part of You
Have you ever wished yourself away? I am not referring to leaving your precious life on this Earth; but rather, just wished you weren't a certain way or did not have some particular qualities and mannerisms that were so apparent to you. I know I have.