It’s the # 1 question we get ... "How do I get management buy in for coaching" or "How do we get upper management to buy-in to their managers coaching"?
First there is NO buy-in! Manager defenses are so high getting buy-in is simply too tough. The main objective is to become skilled at coaching and literally use the coaching to gain the support. For example, what does a VP of Sales want? Higher Sales! What does a customer service manager want? Higher Customer Satisfaction Ratings! What does an HR manager want? Less turnover and better top talent retention. What does a CFO want? Better fiscal management and expense control. These example are brief and very basic but the key is to ask questions around their specific desires and tie it to performance. For example, "what do you feel is inhibiting the sales team from reaching its goal from a selling skill perspective"? One of two things will happen. One, they can answer it which will drive the conversation in the right direction. Two, if they cannot answer it will bug them to the point they will want to know. We as leaders and Leaders / Trainers of coaching must be skilled at using coaching to gain support for coaching. The questions will get us there but simply asking and trying to convince buy in will be met often with a stern response.
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