The Coaching Effect Blog

The Coaching Effect Blog

    Taking the Coach Mentality Over the Manager Mentality

    by Rochelle Carrington / March 3, 2015
    SalesManagementCoaching
    By Rochelle Carrington, CEO of Sandler Training

    Understanding when to take a coaching approach over a managing mentality can make a huge difference in your effectiveness as a leader.

    To be an effective leader you need to be both a coach and a manager, the key is to know when to wear which hat.

    Managing:  When you're managing, you're often organizing a project, providing instructions, outlining the end goal for your business and you may find yourself being more directive and task-oriented.   

    Coaching:  Coaching, on the other hand, is more developmental and geared toward helping someone solve a problem or issue.       You want to help your team members become better and more valuable individuals by mentoring and guiding them to where they need to go. Taking a coaching approach has been shown to be extremely beneficial for organizations.

    A recent study was conducted on how coaching can help an organization achieve better business results. The results showed that organizations with upper - senior management leaders who effectively and frequently coached their employees improved their business results by 21% as compared to those who never coached employees.   

    As you are coaching your employees, keep in mind five concepts for best results:

    1. Seek first to understand, then to be understood – attempt to understand the situation through the employee's eyes

    2. Taught not caught – ask questions so team members can see alternative strategies and discovers way to improve actions

    3. Discovery vs convincing – let the employee analyze the situation and identify areas for improvement

    4. Listen more than talk – allow the employee to talk so they can  “discover” the best course of action

    5. Stay positive, not judgmental 

    The key to coaching is to ask questions and help your employee discover the answer themselves.  Although the questioning approach is far more effective than telling it is also more difficult to execute.  After all, in a time pressed world it is faster and easier to tell employees what you want them to do rather than guiding them to determine it themselves. 

    So, what types of questions can you ask?  

    • What were you hoping to accomplish when you asked….?

    • What was your strategy when you….?

    • How could you have asked X question differently to get a different result?

    The coaching approach also exhibits great role-modeling to the overall team. Working in collaboration with an individual to guide them in the right direction can rub off! Before you know it team members start to coach and help one another and everyone benefits through the teamwork. 

    And this type of culture presents a more enjoyable work environment and the team's benefits map perfectly to the achievement of organizational goals.


     

    Come hear Rochelle speak at our 2015 Sales Coaching Summit. An event created by thought leaders, for thought leaders.
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    Rochelle Carrington

    Rochelle Carrington

    As a seasoned executive, sales professional and consultant, Rochelle Carrington guides companies in reaching their critical goals to drive increased revenue and more effectively manage their sales and management processes. Rochelle Carrington A self made millionaire and the CEO of Sandler Training, Rochelle has advised, trained and coached large companies including Time Inc and Georgia Pacific as well as small enterprises on best practices to develop stronger sales teams, create better hiring practices and lead organizations more effectively. Rochelle possesses over 23 years of experience in sales and sales management. She built her training business into a seven figure company in less than 10 years and is the top female franchise owner within the global Sandler network of 250 business owners. Prior to Sandler, Rochelle spent much of her career at some of the most highly regarded publishing companies including Conde Nast Publications, Hearst Magazines and Meredith Corporation. As an award winning salesperson and sales executive, she recruited and led a national team at magazines including Glamour, marie claire, Teen and Golf for Women. Each week, Rochelle trains company leadership and sales professionals using a vibrant, fun and interactive style of delivery which enables teams of all capabilities to incorporate their learnings into their every day lives. She has been the featured speaker at a variety of national associations across the country and has won numerous awards for her sales and training skills. She is the author of a forthcoming book entitled “Believe it to Achieve It...the Sandler Way." Rochelle holds a B.A from Luther College in Decorah, IA and resides with her family in New York.

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