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High Performance Coaching
A high percentage of rep development initiatives fail for one simple reason - managers don’t support the process. Training becomes a one-time event that has little hope of affecting results. High-performing organizations understand that training must be a process…not an event, and that managers are the key to increasing performance levels.
High Performance Coaching (HPC) is a two-day training program that provides managers and supervisors with a complete suite of skills, methodologies and tools that enable them to fully develop their team. The modules of the program are organized around the coaching formula:
Change - All too often, coaching is centered on what the manager wants to change vs. what is important to the rep. An effective coach understands that if the development process is not aligned with the rep’s personal goals, coaching will fail. Therefore, we start by equipping managers to first evaluate what needs to change and then how to ensure the rep is intrinsically motivated to change.
Relationship - Relationship determines influence. Managers learn to establish a positive relationship with each individual team member by adopting an other-centered approach to leadership and the keys to establishing trust, credibility and rapport with their team.
Role-model - The manager’s behavior has the greatest impact on change. Managers learn to assess and shore up their competency gaps as well as model the targeted behaviors that most affect performance.
Reinforcement - Managers learn how to prepare for a coaching session (a six-step model for coaching) and to implement a unique strategy for each of the four different categories of team members.
Time - To truly change behavior, training must be a process and not an event. Change happens over time. Managers will learn to implement an ongoing skill development plan for their entire team, as well as a unique plan for each team member.
Tools
In addition to the HPC training book, managers will receive multiple easy-to-use tools to support their ongoing coaching efforts, i.e. skill assessment forms, Personal Development Plan templates (PDP), self-assessment forms (to assist reps in creating their personal development plans), templates for conducting reinforcement workshops, SkillBuilders (skill development exercises for common skill gaps), and Performance Agreements. |
