Coaching Effectiveness: Maximizing Client EngagementGCO Learning & Development Contest

Project Team:Chris Paizis, Eddie Sandoval, & Ben Jackson

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Coaching is unlocking and leveraging a person’s potential to maximize their performance

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What are the obstacles to effective coaching?

How do we avoid this?

Resistance, which often occurs from misunderstanding

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Coaching requires an understanding ofconversation types

Types of Conversations A Common Reality at Work

Relationship Building

MutualUnderstanding

PossibilityAction

Relationship Building

MutualUnderstanding

Possibility

Action

Engagement suffers when conversations happen out of order or are off-balance

What We Learned

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A Coaching Framework

2. Models

1. Qualities

3. Tools

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1. The Qualities of a Coach

Awareness

Optimism

Listening

Empathy

Trust in the Process

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2. A Coaching Model for Engaging Conversations

REALITYMutual

Understanding

WILLAction Plan

OPTIONSNew Possibilities

GOALShared Intentionality

The GROW Model

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3. Coaching Tools to Increase Engagement for All Stages of the Process

Development Questions

Connection to Long-term

Goals

Directing Statements

Positive Recognition

Transparency

The Approach

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Develop a Training Module

Train Team Measure Impact

Results & Impact

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How valuable was this coaching session for you overall?

0 1 2 3 4 5 6 7 8 9 10

0.25

0.75

Rating Scale (0-10)

Per

cen

t o

f R

esp

on

ses 75% of participants

rated the session as extremely valuable

Not at all Valuable

Extremely Valuable

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How engaging was this coaching session?

0 1 2 3 4 5 6 7 8 9 10

0.25

0.75

Rating Scale (0-10)

Per

cen

t o

f R

esp

on

ses 100% of participants

rated the session as highly engaging

Not at all Engaging

Extremely Engaging

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How valuable was this coaching session for you compared to previous coaching sessions?

0 1 2 3 4 5 6 7 8 9 10

0.25

0.5

0.25

Rating Scale (0-10)

Per

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Most importantly, 100% of participants rated the session as more valuable com-pared to previous

sessions!

Much Less

Valuable

Much More

Valuable

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Qualitative FeedbackReps are now more

engaged in the session. It’s a good

two-way communication with this model.

It helped me understand

the reps needs in

specific and provide them with multiple

solutions.

Transparent and

systematic approach [was the

greatest value add].

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Next Steps

Train Full Coaching Team

Train Supervisors

Train Mentors

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Grow a GCO Coaching Culture