Do: Start out with high energy. Remember, the first 2 minutes of the workshop set the tone. Say: I am very excited to be working with you today for a couple of reasons. First and foremost, I believe you play one of the most important roles in the organization. -you are the link between field and upper management; you must translate down and feed up. -you are responsible for managing a significant amount of business. -You are coaching the future leaders of the company. Most importantly today, we are going to take the coaching skills that we learned in April and build on them. In particular we are going to focus on how to translate the verbal coaching conversation into the FCR written document. Do: Share a personal reason why you are excited ― why and how the topic and content touches you or is important from your perspective. For example, a personal story from your past. If you can leverage something about your background that is relevant, this will often help you bond with the group. (My personal story is starting out as the “red pen” manager and taking a sales team from bottom 20% to bottom 10%. This gets laughs and allows me to be real and start the session with “What do you think I mean by red pen?” Do: Share your background – and importantly how it relates to the topic. Bridge: We also have the support of senior management to continue our mastery of coaching skills. Prework: Bring two consecutive FCRs from one person in your district. Bring additional FCRs from two other individuals in your district. Materials: Participant Workbooks Teach-back slides to be hung on wall 2 blank FCRs per person 2007 VELOCITY. All Rights Reserved. No part of this booklet, or the seminar of which it is part, may be reproduced in any form or by any means without permission in writing from VELOCITY. 1-908-431-9681. For internal distribution and use only.
Note: Slides 7 through 14 are optional, depending on how well you think the group has understood the information during the teach back activity. If you use them, note that this is a 15-minute quick overview of the slides. You might be better served to ask for someone to give you a quick overview of the information on each slide and the “So what?” behind it rather than teach it. Do: Review each of the 4 quadrants giving a brief overview. (advance slide) Say: Coaching is a conversation! And the nature of the 4 quadrants reminds us that this is an ongoing process. Do: Ask the group for an example of something they coach in the field. Draw and label 4 quads on a flip chart and write the skill in the success box. Then get more specific info on “what good looks like.” Then move to situation, source, solution giving an example of what it might look like in each quadrant. When you have filled them all in, do a very succinct self role play to show participants how we go around the model in a coaching conversation. Bridge: There are however two rules with this model.
Do: Review the quotes from senior leadership. Say: Novo Nordisk has invested in the managers to gain a competitive advantage. Be proud of your leadership’s commitment. Add your support to the importance of the first-line manager. Bridge: The outcomes today consist of the following.
Do: Quickly point out the idea of this being a very realistic application workshop to help them to get the most out of their field contacts. Bridge: The following is our agenda.
Facilitate the activity following the directions on the slide. Prior to the start of the activity be sure every person has a partner. Stress the fact that you will be calling time after 1 ½ minute with each slide. Notes: Sent with the workshop materials will be the Teach-Back slide deck. Affix each slide to the wall of the breakout room prior to the workshop. Try to space the individual slides around the room to provide as little distraction to the pairs as possible when they are discussing the individual slides. You may want to use a whistle of other device to signal the end of the time with one slide and the need to move to the next. The exercise is complete when each pair has visited all slides. Do: When completed ask the group about their experience with the exercise. Also ask if there are any questions on any of the slides taught. Bridge: Now that we have reviewed the content from our April meeting, we will take a look at your actual field work with it.
“ How Training Can Affect The Role of Effective Management” By Andre’ Harrell Head Of International Sales & Marketing Operations
Coach 4 Success The Strategic Conversation What is happening now as compared to success Things that cause the situation or barriers to success The outcome: what we are trying to achieve, and what it looks like Steps and roadmap to success Conversation