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Posts Tagged ‘coaching’

There are lots of coaching programs and approaches, though I suspect that many of them overlap quite a bit. But when I hear that a coaching program “isn’t working,” I generally wonder if it really has anything to do with the quality of the program itself.

I suspect we’re dealing with implementation and pull-through issues, leading inevitably to a lack of coaching quality where the rubber meets the road (out in the field).

Quality pic

Improving coaching practices involves changing habits, not giving out more information or enforcing new acronyms. A half-day coaching training session won’t automatically translate to productive behaviors in the field.

It seems to me that a combination of two things will best lead to an increase in coaching quality:

  1. A data-driven analysis to diagnose the current state of practice, and to define “what good looks like” – along with a prescription to move from A to B (one of my consultant-partners specializes in this).
  2. A structured and realistic roll-out/reinforcement plan that ensures peer-reinforced improvement as the coaching approach is implemented.

I had a chance to interact deeply with one of my established Selling/Coaching partners about this crucial element of reinforcement – they feel that it really is the key to success with any coaching (or selling!) program.

How has your company been doing with improving coaching quality? Do you have some ideas or best practices to share? Send me an e-mail at AskSteve@impactiviti.com and let’s compare notes.

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First, a quick explanation for this post – many of you are aware of another site where I am regularly posting (SteveWoodruff.com), and promoting a service I provide called Clarity Therapy.

It’s a practice I have loved offering over the last few years, and it may become important to you or someone you know. Can you give me a minute to tell you the story of how this Clarity Therapy thing has come about??

In my client-vendor “matchmaking” work here at Impactiviti, I noticed that many of my vendor/partners were struggling with putting forward a clear (and differentiating) offering and message. So I began to consult in order to help them “discover their fit” in the marketplace. Quite unintentionally, this began to spread into helping individuals who are in career transition, because the need is the same – figuring out your professional DNA; defining your “sweet spot” role or offering; telling an effective story; having an effective verbal business card to hand out.

Increasingly, I’m serving as an outside voice to help individuals and companies unearth their purpose and define their fit. Turns out that this is a massive need, especially in turbulent times.

So – a coaching practice was born, called Clarity Therapy. And it’s based on this one core reality:

You can’t read the label of the jar you’re in

I’m mentioning all this so that when you see various posts from that site, emphasizing message clarity, professional identity, branding and differentiation, etc. – you’ll know why.

A number of your vendor/partners and some of your colleagues-in-transition have already had very productive in-depth sessions. And, as you might guess, making network connections based on the professional direction uncovered is always a big part of what I do.

If you want to learn more about the service (half-day or full-day; pricing; expectations) – here’s a quick overview. And, I put out a fun little single-topic weekly newsletter called Clarity Blend – feel free to view a sample and subscribe here.

Thanks for listening. Since I am essentially working on two (inter-related but distinct) practices, I thought I’d provide an explanation so there’s no confusion. And, if you need help with professional direction – I’m your guy. :>}

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How role play is being used effectively in another industry (real estate) for sales training.

Truly buying in to this perspective should shape/re-shape the entire approach to initial sales training, as is the case with at least one of my clients. You may wish to consider how to strategically push more of the didactic learning into Home Study, so that initial in-house training can focus more on practical application.

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