Coaching Skills for Leaders
Why do your leaders need coaching skills?
Most leaders in organizations think they know how to “coach”! Bersin’s research tells us 71% of senior leaders want their leaders in their organization to have coaching skills and yet, only 11% are seen to have the coaching style necessary to unlock the potential and engagement levels of their direct reports. It is far too common for leader’s to mistake telling their people what to do for coaching them. Clearwater's "Coaching Skills for Leaders Program" is designed to illustrate how and when to use coaching in the most effective manner in order to grow talent and their engagement and productivity with the company.
Why Develop Coaching Skills in Any Organization?
Key initiatives found in high performing companies to create engaged and productive teams by incorporating coaching skills as a leadership competency include the following components and are included in our Clearwater approach:
Coaches Training is not up to par: to improve and develop agility in applying coaching skills in appropriate situations. Consider the following:
- Bersin Research from new 2011 study High Impact Performance Management: Part 1- Designing a Strategy for Effectiveness, key findings most managers do not have coaching skills and this presents severe challenge to executive engagement levels
- 81% of organizations with frequent executive engagement (critical to performance management) saw strong positive business results vs. only 35% or organizations with infrequent executive engagement levels had strong business results (Bersin)
- DDI 2010 Mid-Level Managers: The Bane of and Salvation of Organizations found that 46% of Middle Managers are less engaged than before the great recession. And, one of four key findings that participants felt would help with motivating and developing middle managers engagement- coaching for higher performance and developing org. talent
- Coaching is the weakest competency of all front line sales managers and that through training, companies can get a lift of 17% to 25%. (Corporate Executive Board 2009)
- The cost of replacing a sales representative and training a new one is as much as 150% of the former employee’s yearly compensation. (Selling Power Magazine Jan/Feb 2009)
Measuring Success: monitoring individual improvement, team improvement, strategic organizational metrics that reflect momentum.
- Consistency of coaching process and approach paid huge dividends for AT&T in one division with Dish sales up 131%, Wireless up 162% and DSL up 127% after incorporating a coaching program
Sustainability of Learning: By using coaching as an element of the learning process, retention of information is increased to 90% vs. the traditional 10 to 20% (Pfeiffer, 2007). In addition, productivity increased by 88% when managers received a personal coach after completing a workshop (Olivero, 1997)
Focus on Key Talent: targeting the right people within the organization to coach so that the greatest positive impact is made
- CA(Computer Associates) refocused coaching initiatives from the low performing segment to middle and high performers, picking up 18% in sales from 2008 to 2009 in the process
- Latest Gallup Poll Numbers 3rd Quarter 2011- 71% of all employees are not engaged in their jobs
Clearwater has put +650 leaders through customized coaching skills programs and we have found this single competency to be the most important acquisition today's global leaders need to master.
Contact Clearwater Consulting Group at 404-634-4332 to discuss how a Coaching Skills for Leaders program can improve communication, productivity and employee engagement.