A good coaching guide can make all the difference:

Virtually all of us would like to have more, do more, get more and be more in some form or another.

The question is how do we do this without a massive amount of effort, time and frustration.

Seth Godin’s blog (Seth is considered an international expert on marketing and growth) had an interesting short blurb that illustrates how one can have a quick and productive turn around!

Here is what Seth provided and what you can do to tap into it…

“Here’s the best way to improve your business plan or your resume:
Have someone else write it.
Find a friend of a friend, a document-buddy, someone who needs the same thing done for them, but not someone who is a close friend. And then interview each other and write the other person’s plan.
Don’t show them the existing plan or document, and don’t read it to them. Have a conversation. Tell your story. Answer questions. And then see what they come up with.
Writing about yourself is infinitely harder than writing about someone else–and you’re going to discover that the story you thought you were telling probably isn’t the story that’s coming across.” Seth’s Blog

What Seth is really saying is get someone to coach you and help you out.

If the idea above cause hesitation on your part, it may be pointing to a barrier that needs to be addressed. Up in this north country, often cited is the Norwegian/German do it yourself attitude. Hold it in, work it out and do it on your own. Check your thinking, is it similar?

The idea of having a coach is fully accepted in all sports at all ages. From T ball to Major Leagues, every team has a coach if not several. The changing of a coach in the Major Leagues is a big deal and pulls as much if not more press than the latest player scandal. Obviously the coach is a vital part of the teams plan to win!

Yes you can see the value of a coach on sports team, they have to get the plays right, make sure the players have the right skills and can execute them as well as have the right talent on the field in the right places so the skills can be maximized.

In addition, coaches have an enormous impact on attitudes, beliefs and motivations. More often than not, these are the keys that hold a good player back from being a great player.

On a personal note, in grade school basketball I had a really strange jump shot. The team chuckled at me, the coach rolled his eyes, but never bothered to “coach” me on doing it right. All interest in basketball and other sports was lost at that time. Although I may never have been a top player, the interest and excitement for the game could have been maintained. Coaches can and do have an impact.

Now you are a salesperson, business owner or leader, how does a coach fit here?

The answer is, very much the same as in sports. A business coach makes sure the right skills and knowledge are in place, the skills are there to implement the knowledge and the right people are in the right places to win the game!

The game may be different, yet even the best of salespeople and business people can get side tracked, tripped up or heading down the wrong path.

Here are a few common issues that are discovered almost every time I take on a new client:

1. Someone is the wrong person in the wrong seat. I was asked the question, “What happens when someone hires you Harlan?” my answer, “Someone gets fired.” mainly because the last 6 clients all let someone go! Some were newer short term employees that just were not working out, but the management was “hoping” it could be fixed somehow. Others were long term 20 year people in lead management roles, but they were just unwilling to change and grow with what the business needed.

About 80% or more of the time this is an issue with a new client. People tend to create “build around” or “accommodate” the wrong person/seat with hope that it will change. Yes it can happen, yet rarely.

A coach comes in with fresh eyes and sees the situation as it is.

2. An area that can save a business a lot of money and time is hiring. Utilizing a coach to help setup a hiring program, even working with the hiring process can be time and cost savings in the bag. Far too often the “gut” feel is used in hiring, where a coach does not have that issue. A pragmatic view of what is needed rather than what is wanted or feels right can save six months of agony.

3. Lack of core values clearly stated, much less communicated to the team is often nonexistent. These may seem like “fluff” to some, yet he previous two error areas are a direct result of this lack of core values, vision or mission.

Here the coach is a questioner, a guider a sounding board so the leadership can get it right, commit 100% and implement. The coach can also hold the business accountable for implementation and continuous action. Thus a real results can occur.

4. I the sales area there are many issues found that can be address. The organization, the skill sets needed, attitude adjustments, accountability, skill sets and focus are all areas a coach can help even the most veteran salesperson become more effective.
There are many more, but they are for other articles.

Ok, so how does coaching work and what do I have to do to get results?

First, a coach has a special set of skills; such as being able to see past the “noise” so many of us put up and asks the right questions to cause us to think through the barriers we have self-imposed upon ourselves. The Major League coach is not the greatest pitcher or short stop, but does have the ability to bring this out of the right player.

Second, the fact that someone that is not our best friend takes a strong interest in our success and is willing to hold us accountable, even when we do not want to be, has unlimited potential to push us forward. Coaches are our confidants, not our friends. Note Seth’s recommendation for a friend of a friend which removes the friend part.

Third, the coach brings in a new view and perspective as well as experience with others that have faced the same challenges and moved on to better performance. A good coach understands what works for you and can tailor the action plans.

This is not fully complete and an article can be written on each point above. The key is to look at your current performance, determine if you want to move forward to another level and what are you willing to do to make that happen. Then look for a good coach that will keep you accountable and on track.

Life is a given, growth is optional!

HG

Take a look at the coaching page at http://askhg.com/work-with-harlan/coaching/