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Return To Coaching Article Archive   Search the Article Archives Executive Leadership Coaching-A Must By Austin Bayles 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, there was much more to this study than just the training that affected the outcome of the data. Managers ought to overcome common barriers so that someone can be an effective coach. It takes self-control over our emotions when someone doesnt measure up on an important mission that we, as Managers care about. When we coach, we run a risk of opening up differences. In short, 'coaching is easier said than done.' The results, however, are usually if not always worth what it. Many DMs have this question: 'Is it Coaching Skills or Coaching Steps?' Clearly the 8-step coaching model is composed entirely of skills. The primary focus on behaviors and skills is what makes the 8-step coaching program different and better than any other coaching training. Step one is 'Be Supportive,' and it depends on building collaboration. Similarly, Step Two, 'Define the Topic and Needs,' requires that managers have good inquiry skills. The word 'steps' simply means that there is a building process in progress when you coach. This doesnt necessarily imply that every step must be gone through extensively when talking with a representative. Many times it is vital that you coach quickly. An example may be coaching in between physician calls and you need to quickly improve the skills of a representative. In this example, you can coach 'fast.' We hope you are not confused by the term 'steps.' Think of it as a process that contains certain elements or skills and dont 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 DMs 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. About the Author: CMOE believes that all companies can benefit from strategic thinking and teamwork. All companies productivity will increase when use an effective coaching program. keywords: Coaching | Coach | Mentoring Institute For Life Coach Training

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