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. It’s a key approach, as everyone needs the perspective of others to grow: the manager acts as a ‘mirror,’ helping their team evolve.
What is effective coaching? A clear intention, the ability to inspire meaning and motivation, 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
– 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
– 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
– Appointment preparation, post-visit discussions, feedback, debriefing
– Dedicated telephone calls, progress updates between 2 field days
– Everyday initiatives “Tell me morei?
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.
