PRACTICAL COACHING SKILLS

I was recently working with a Manager who was coaching a new and inexperienced member of his team, during a planned meeting with a customer.

I observed the manager undertake a very well structured meeting, during which he secured not only a good sale, but he also interested the customer in other services which his company provided. It was a professional demonstration of an experienced and highly skilled salesman.

As they left the customer’s offices, the manager put his arm around the shoulders of his team member and said:

“There you are son – That’s how you do it. Consider yourself coached”

I later asked the manager how he thought the coaching session went.

“Coaching’s easy. It’s just about demonstrating how to do something and then letting people find their own way”

The manager concerned is a keen golfer and I asked him how he would feel if he went to his local PGA coach and asked for help to drive a ball 300 yards. How would he feel if the coach used his club and demonstrated how to drive 300 yards, then said:

“There you are son – That’s how you do it. Consider yourself coached”

The point was made. Effective coaching requires specific skills and knowledge. We then helped the manager with his coaching techniques and now he is a different person. His team now look forward to his coaching visits because he improves them every time!