Coaching Effectiveness

Coaching is a state of mind, a way of working on a daily basis, designed to motivate and develop a team’s autonomy and performance. This is a major step insofar as everyone needs to see the other in order to progress: the manager is a “mirror” who facilitates the evolution of his or her teams.

What is effective coaching? A clear intention, an ability to give meaning and desire, to provide objective added value, to mobilize and empower, and also to measure the effect produced.

“Coaching isn’t just about assessing a gap, it’s about working with the employee to correct it and objectively improve practice.” TOTEM Conseil et Formation

Example:
Engagement coaching for a Sales Manager

Professionalizing development

– Collaborative interviews to give responsibility for a particular area of work
– Field day preparation with an ad hoc menu
– A field day report, kicking off individual work

Correcting “Changing the game

– Committed to transferring know-how to a team
– What makes me say at the end of the day that the sales person has made progress?
– Setting an example, transferring know-how
– Flash trainings, work sessions: applying, training, falling, rebounding

Follow and challenge

– Appointment preparation, post-visit discussions, feedback, debriefing
– Dedicated telephone calls, progress updates between 2 field days
– Everyday initiatives “Raconte moi?

Customer references :

Heineken Alimentaire et CHD, Mondelez, Delpeyrat, Lotus Bakeries, Eckes Granini: A “cascade” coaching system taken on by the sales organization,
from the Sales Director to the Sales Manager, with instructions for use in which everyone is involved, empowered and challenged in employee development.