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Reflection is a Powerful Coaching Tool

Posted by Tim Hagen on Mon, Jan 23, 2012 @ 09:52 PM
  
  
  
  
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Reflection is powerful is you use it wisely. Lets say you have an employee who has a negative attitude. What do most managers do? They ignore until it gets so bad they say "Bill, you have to improve your attitude or else"! Really? Wow, that works? Of course NOT!

Reflective Coaching takes on 3 steps:

  1. Identify a performance  issue -  that needs improvement such as being negative, poor attitude, etc. It does not have to be something like this but I am using these as examples to illustrate the coaching technique.
  2. Learning Activity - facilitate an activity that prompts the employee to learn like reading an article, watching an inspirational video, observing another employee who is really positive, etc.
  3. Reflective Activity - after the activity is over ask the employee to state what they learned and what they learned about them self they feel they can improve.

This approach absolves the manager from being viewed as "picking" on the employee which only fuels the employee challenge!

 

Here is an overview of the technique:http://salebuilder.audioacrobat.com/download/3167bbef-0da3-65a7-9f16-3697195fc52b.mp3

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Comments

Tim, great <a href=http://www.Richardson.com>sales coaching strategy. This is the first step in teaching people to self-coach. It lets them take ownership of their own development. You aren’t telling them how to improve their sales performance—they’re figuring it out for themselves. Most of us struggle to conduct honest self-assessments, so it’s often helpful to give your reps a self-assessment checklist. I include one in my blog here, as well as other tips: http://blogs.richardson.com/2012/03/20/train-sales-reps-to-coach-themselves/
Posted @ Monday, March 26, 2012 2:44 PM by David DiStefano
Tim, great <a href=http://www.Richardson.com>sales coaching strategy. This is the first step in teaching people to self-coach. It lets them take ownership of their own development. You aren’t telling them how to improve their sales performance—they’re figuring it out for themselves. Most of us struggle to conduct honest self-assessments, so it’s often helpful to give your reps a self-assessment checklist. I include one in my blog here, as well as other tips: http://blogs.richardson.com/2012/03/20/train-sales-reps-to-coach-themselves/
Posted @ Thursday, April 05, 2012 7:23 AM by David DiStefano
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