Coaching People to Be Like You? Here's Why That's a Big Mistake.
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The document is from a presentation by Integrity Solutions on coaching. It discusses that coaching people to be like you is a mistake, and that effective coaching involves understanding different behavioral styles and adapting coaching approaches accordingly. It provides information on four common behavioral styles (Talker, Doer, Controller, Supporter), challenges of coaching each style, and strategies for coaching more effectively such as identifying the coachee's style and adapting communication to their style. The presentation aims to help coaches better understand how to work with different personality types.
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Coaching People to Be Like You? Here's Why That's a Big Mistake.
- 1. © Copyright 2018 Integrity Solutions. Coaching People to Be Like You? Here’s Why That’s a Big Mistake.
- 2. © Copyright 2018 Integrity Solutions. Your Presenters Mike Esterday Chief Executive Officer Derek Roberts Executive Partner
- 3. © Copyright 2018 Integrity Solutions. Agenda Coaching Challenges Global Coaching Research How People Communicate Differently Coaching Different Behavior Styles® Impacting More Than Just Skills
- 4. © Copyright 2018 Integrity Solutions.
- 5. © Copyright 2018 Integrity Solutions. Sales Mgnt Assoc/Integrity Global Coaching Study 76% Coaching is critically important 46% Coaching is effective (= 15% higher results) 13% Sales increase with 9 or more hours of coaching per week 75% We don’t do enough coaching 23% Increase in productivity when managers are coached by their leaders 63% Don’t have a definition of coaching
- 6. © Copyright 2018 Integrity Solutions. Planning for coaching Asking questions & listening Recognizing “Coaching Moments” Identifying/communicating strengths Challenging to achieve goals Working through concerns Building a positive view of coaching Aligning beliefs with values Building belief in abilities Setting clear and motivating goals Releasing self-imposed barriers With themselves 21 With employees With their Coach 3 Coaching the coach Establishing a coaching culture Providing organizational support 3 Coaching Conversations
- 7. © Copyright 2018 Integrity Solutions. Key Influencing Factor
- 8. © Copyright 2018 Integrity Solutions. Recognition Results Security People Behavior Styles®
- 9. © Copyright 2018 Integrity Solutions. Behavior Styles® Descriptions Outgoing and friendly Not as interested in details Values personal relationships Decisions based on emotions and facts Direct, forceful, results-oriented Require concise, focused information Have clear objectives to achieve Make quick decisions Detail-oriented, deliberate, organized Rely on facts, evidence and data Lower energy and emotion Weigh all options for decisions Needs time to process information Likes to establish trusting relationships Laid-back and friendly Reluctant to change buying habits
- 10. © Copyright 2018 Integrity Solutions. Behavior Styles® 1. Identify your style and your customer’s style. 2. Adapt based on your customer’s style. 3. Most people are a combination of two or more styles. 4. No style is better than another – each has strengths & weaknesses. 5. It may be more difficult to communicate with your opposite style.
- 11. © Copyright 2018 Integrity Solutions. Behavior Styles® Poll Which is your most dominant style? 1. Talker 2. Doer 3. Controller 4. Supporter
- 12. © Copyright 2018 Integrity Solutions. Recognition Results Security People Preparing to Coach What do they do best? What’s hard for them?
- 13. © Copyright 2018 Integrity Solutions. Coaching Talkers Actively listen to them Make personal connection before business Give positive reinforcement and recognition Provide focused, clear direction
- 14. © Copyright 2018 Integrity Solutions. Coaching Doers Get to the point quickly Recognize their accomplishments Give clear, concise suggestions Avoid small talk and socializing
- 15. © Copyright 2018 Integrity Solutions. Coaching Controllers Match their low pace and tone Provide supporting information and details Be prepared and organized Provide accurate, specific feedback
- 16. © Copyright 2018 Integrity Solutions. Coaching Supporters Listen for concerns Reduce risks of making decisions Provide lots of information Don’t intimidate with tone of voice
- 17. © Copyright 2018 Integrity Solutions. Behavior Styles® Poll The most challenging style for me to coach is: 1. Talker 2. Doer 3. Controller 4. Supporter
- 18. © Copyright 2018 Integrity Solutions. Behavior Styles® Chat What do you find most challenging about coaching this person’s style?
- 19. © Copyright 2018 Integrity Solutions. Coaching to Behavior Styles®
- 20. © Copyright 2018 Integrity Solutions. Coaching Congruence Congruence releases energy and achievement drive. Gaps create conflict and disengagement. View of Coaching Commitment to Activities Values View of Abilities Belief in People Congruence ™
- 21. © Copyright 2018 Integrity Solutions. Strategies to Coach More Effectively Coach them to communicate with others Identify the other person’s style Adapt communication to their style Develop strong teams with a variety of styles Understand your style
- 22. © Copyright 2018 Integrity Solutions. Your Call to Action Coaching Tips & Infographic Online Assessment Attend Coaching Certification
- 23. © Copyright 2018 Integrity Solutions. Questions
- 24. © Copyright 2018 Integrity Solutions. Coaching People to Be Like You? Here’s Why That’s a Big Mistake. Thank you!
Notes de l'éditeur
- BW
- Bruce
- Bruce
- CEB Research shows that 63%, 57%, 61%. CSO Insights 5.8 decision makers increase of consensus buying Linked in – 20% Gallup data shows that 84%
- BW:
- Expand revenue per customer through # of products. decrease sales costs – boost profitability through cross selling. One retail bank’s goal is going from average of 1.3 products per customer to 3 within 12 months. – One insurance firm measures this by increasing agency density. Pest control company is investing in their service technicians to identify new problems that they can solve. Mouse problem, how about wasps, ants or termites? Do that by cross selling services, drive greater agency density. I worked with a big four consulting firm that wanted to bring all of the firm to all of the client Bring in team of Sales Development Reps to better capitalize on marketing momentum Over resource best opportunities – “pursuit” team selling – executive level coaching Invest heavily in AI and other technologies Focus on selling “value” and get out of the give-me-your-lowest-price game What is your organization’s sales strategy this year? - Our perspective is this – that the quantity and quality of the conversation between your sales people and your customers with determine – more than any other factor – whether or not any of these strategies will be successful.
- BW