--- title: "The Importance of Coaching: Part 3" description: We need to coach because study after study show if we are engaged with employees productivity goes up! A recent study by Teresa Amabile, Professor at image: https://www.salesprogress.com/hs-fs/file-14492091-jpg/images/picture2.jpg --- [![Progress-Coaching-Logo-not-tag-white-249px-x-56-1](https://www.salesprogress.com/hs-fs/hubfs/Imported%20images/Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png?width=249&height=56&name=Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png "Progress-Coaching-Logo-not-tag-white-249px-x-56-1")](https://www.salesprogress.com) ## ![blog-header](https://www.salesprogress.com/hs-fs/hubfs/ProgressCoaching/blog-header.png?width=256&name=blog-header.png) ## The Progress Coaching Blog ## The Importance of Coaching: Part 3 July 11, 2013 Posted by : [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) [0 comment](https://www.salesprogress.com/coaching-leadership/bid/97678/The-Importance-of-Coaching-Part-3#comment-listing) ![The Importance of Coaching: Part 3](https://www.salesprogress.com/hs-fs/file-14492091-jpg/images/picture2.jpg) [coaching](https://www.salesprogress.com/progress-coaching-blog/topic/coaching), [Employee Development](https://www.salesprogress.com/progress-coaching-blog/topic/employee-development), [Coaching Culture](https://www.salesprogress.com/progress-coaching-blog/topic/coaching-culture) ![describe the image](https://www.salesprogress.com/hs-fs/file-14492091-jpg/images/picture2.jpg) We need to coach because study after study shows if we are engaged with employees, productivity goes up! A recent study by Teresa Amabile, Professor at Harvard Business School,  showed the one thing that motivated people the most was a sense of progress or a feeling they were improving. Management felt it was reward and recognition. WOW, what a disconnect. You help an employee see things in themselves they did not even think was possible and you will have an employee who will seek to get better on their own. Coaching is about getting people to perform beyond what they thought was even possible.   Now the question is, how do we do that? The answer is simple, engagement. Look, if we engage with employees on a day to day basis and most managers do, why not make the most of it? But how does a manager do that? First we need to be equipped with three fundamental first steps to start the coaching process:   1. **Ask Questions** - "What are you going to do to **successfully **overcome that challenge? - How can I help you move forward more **comfortably**? - What are the two things you need to do to address this **successfully**? 2. Listen - Maybe they don t know how (lacking knowledge) - Maybe they have not practiced enough (lacking skills) - Maybe they have a fear of trying (lacking confidence) - No matter the issue each of the above challenge the manager to needs to approach each one differently. 3. Okay, we have learned where the employee is coming from so now the manager understands why performance is not being achieved; therefore, the manager can SHARE in the pursuit with a wonderful word : WE - What if WE worked together on this how would you feel? If employees feel managers are willing to help and pursue better performance with them they will be more inclined to work hard!   ![describe the image](https://www.salesprogress.com/hs-fs/file-14490038-jpg/images/jump.jpg) **Free Whitepaper: How to Get Managers to Coach** [![Download White Paper: How to Get Managers to Coach](https://no-cache.hubspot.com/cta/default/53724/079e3e11-2182-4f54-80cd-17b018c886fd.png)](https://cta-redirect.hubspot.com/cta/redirect/53724/079e3e11-2182-4f54-80cd-17b018c886fd)   What Makes A Great Coach: [![Download Presentation: What Makes A Great Coach](https://no-cache.hubspot.com/cta/default/53724/3404fe87-4a78-40df-9d0f-5a08ae5078b5.png)](https://cta-redirect.hubspot.com/cta/redirect/53724/3404fe87-4a78-40df-9d0f-5a08ae5078b5) Free WhitePaper on Motivating Staff Through Coaching: [![Download White Paper: Motivating Staff Through Coaching](https://no-cache.hubspot.com/cta/default/53724/7afcaf6f-4922-4f21-b0a9-e0479772fe95.png)](https://cta-redirect.hubspot.com/cta/redirect/53724/7afcaf6f-4922-4f21-b0a9-e0479772fe95)   [The Importance of Coaching: Part 2](https://www.salesprogress.com/coaching-leadership/bid/97592/The-Importance-of-Coaching-Part-2) [Coaching Sales People Against Their Greatest Fear!](https://www.salesprogress.com/coaching-leadership/bid/97768/Coaching-Sales-People-Against-Their-Greatest-Fear) ### About Author ![Tim Hagen](https://app.hubspot.com/settings/avatar/f1c7d47389e089ace5c6d5604e49f7c5) Tim Hagen Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee. Related Posts ![That's Not Coaching! A 32-Year Veteran Sets the Record Straight](https://www.salesprogress.com/hubfs/Thats%20Not%20Coaching.jpg) [That's Not Coaching! A 32-Year Veteran Sets the Record Straight](https://www.salesprogress.com/progress-coaching-blog/thats-not-coaching-a-32-year-veteran-sets-the-record-straight) [leadership coaching](https://www.salesprogress.com/progress-coaching-blog/tag/leadership-coaching), [Coaching Culture](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-culture), [learning styles](https://www.salesprogress.com/progress-coaching-blog/tag/learning-styles), [Coaching Techniques](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-techniques), [Coaching questions](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-questions) ![Build Great Workplace Cultures Through Conversation](https://www.salesprogress.com/hubfs/Build%20Great%20Workplace%20Culture%20thru%20Conversations.jpg) [Build Great Workplace Cultures Through Conversation](https://www.salesprogress.com/progress-coaching-blog/build-great-workplace-cultures-through-conversation) [leadership coaching](https://www.salesprogress.com/progress-coaching-blog/tag/leadership-coaching), [coaching conversation](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-conversation), [Coaching Culture](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-culture), [coaching programs](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-programs), [Group coaching](https://www.salesprogress.com/progress-coaching-blog/tag/group-coaching) ![Digital Handshakes Don't Feel Warm](https://www.salesprogress.com/hubfs/Digital%20Handshakes%20WCT.jpg) [Digital Handshakes Don't Feel Warm](https://www.salesprogress.com/progress-coaching-blog/digital-handshakes-dont-feel-warm) [Coaching Culture](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-culture), [AI](https://www.salesprogress.com/progress-coaching-blog/tag/ai), [future leadership](https://www.salesprogress.com/progress-coaching-blog/tag/future-leadership), [year-end review](https://www.salesprogress.com/progress-coaching-blog/tag/year-end-review), [future coaching](https://www.salesprogress.com/progress-coaching-blog/tag/future-coaching), [workplace coaching times](https://www.salesprogress.com/progress-coaching-blog/tag/workplace-coaching-times) ### Leave a Reply ### Subscribe to the Progress Coaching Blog ### Posts by Topic - 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