I. PROGRAM OBJECTIVES

Coaching can deliver dramatic results and drive significant financial impact to the bottom line. Many organizations today utilize coaching to build alignment, accelerate goals, and develop current and future leaders. Corporate coaching is focused on execution and results! Organizations with a coaching culture have high levels of retention of key people, better customer service, and higher productivity.

• After this course, participants will be able to:
  • Help your people improve performance and manage performance challenges
  • Utilize coaching to increase business results by expanding staffs’ potential and performance
  • Use language and nonverbal methods to clearly communicate your message; and retrieve the desired information by using effective questioning
  • Create a consistent methodology of coaching that increases performance and supports the company’s growth
  • Leverage your coaching strengths while learning skills and techniques to increase your organizational influence
  • Understand the GROW model and be able to adapt it to most coaching situations

II. MAIN CONTENTS

• What is Coaching
  • Differences between coaching and other development approaches
  • Planning competency development
  • Acquire a coaching mindset that will allow you to create results in others in the areas of performance, learning and fulfillment
  • Learn the difference between coaching and managing, and identify when both should be used
  • The role, skills and attributes of an effective coach
• Core Coaching Skills
  • Transform your ability to listen and close the gap between what the speaker said and your interpretation of what you heard
  • Learn three levels of active listening and create alignment through the creation of a shared agenda
    • Active listening
    • Summarizing, paraphrasing
    • Reflecting back
  • Identify and learn how to ask powerful questions that increase performance, deepen learning and increase fulfillment in others
• The coaching process
  • The coach-employee relationship
  • Building and maintaining a healthy relationship
  • Setting objectives, expectations, and goals
    • Determining coaching objectives
    • Comparing expectations and goals
    • Setting suitable goals
    • Focusing on goals
  • Performance evaluation
  • Evaluating and monitoring performance
  • Providing positive and constructive feedback
  • Offering an effective reward
• Coaching Framework and Implementation
  • GROW coaching model
    • Summary of the G.R.O.W. model
    • Examples of effective questions using the G.R.O.W. model
    • Selecting your key questions
  • Learn how to steer employees to focus their behaviors and actions in the direction you determine as most productive
  • Understand and apply L.E.A.P process (Learn, Experience, Apply, Perform)
• Apply Coaching for Sales
  • Making a coaching plan for sales
  • Gathering difficult cases and analyzing opportunities for improvement
  • Organizing role-play session for coaching
  • Observing sales on floor and give constructive feedbacks
  • Measuring success rate after coaching

III. METHODOLOGY

• Blended facilitation method using interaction and practice with case studies and role-play demonstrating lessons.