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© Copyright 2018 Integrity Solutions.
Coaching People to Be Like You?
Here’s Why That’s a Big Mistake.
© Copyright 2018 Integrity Solutions.
Your Presenters
Mike
Esterday
Chief Executive Officer
Derek
Roberts
Executive Partner
© Copyright 2018 Integrity Solutions.
Agenda
Coaching
Challenges
Global
Coaching
Research
How People
Communicate
Differently
Coaching
Different
Behavior
Styles®
Impacting
More Than
Just Skills
© Copyright 2018 Integrity Solutions.
© Copyright 2018 Integrity Solutions.
Sales Mgnt Assoc/Integrity Global Coaching Study
76%
Coaching is critically
important
46%
Coaching is effective
(= 15% higher results)
13%
Sales increase with
9 or more hours of
coaching per week
75%
We don’t do
enough coaching
23%
Increase in productivity
when managers are
coached by their leaders
63%
Don’t have a definition
of coaching
© Copyright 2018 Integrity Solutions.
Planning for coaching
Asking questions & listening
Recognizing “Coaching Moments”
Identifying/communicating strengths
Challenging to achieve goals
Working through concerns
Building a positive view of coaching
Aligning beliefs with values
Building belief in abilities
Setting clear and motivating goals
Releasing self-imposed barriers
With
themselves
21
With
employees
With their Coach
3
Coaching the coach
Establishing a coaching culture
Providing organizational support
3 Coaching Conversations
© Copyright 2018 Integrity Solutions.
Key Influencing Factor
© Copyright 2018 Integrity Solutions.
Recognition
Results
Security
People
Behavior Styles®
© Copyright 2018 Integrity Solutions.
Behavior Styles® Descriptions
Outgoing and friendly
Not as interested in details
Values personal relationships
Decisions based on emotions and facts
Direct, forceful, results-oriented
Require concise, focused information
Have clear objectives to achieve
Make quick decisions
Detail-oriented, deliberate, organized
Rely on facts, evidence and data
Lower energy and emotion
Weigh all options for decisions
Needs time to process information
Likes to establish trusting relationships
Laid-back and friendly
Reluctant to change buying habits
© Copyright 2018 Integrity Solutions.
Behavior Styles®
1. Identify your style and your customer’s style.
2. Adapt based on your customer’s style.
3. Most people are a combination of two or
more styles.
4. No style is better than another – each has
strengths & weaknesses.
5. It may be more difficult to communicate with
your opposite style.
© Copyright 2018 Integrity Solutions.
Behavior Styles® Poll
Which is your most dominant style?
1. Talker
2. Doer
3. Controller
4. Supporter
© Copyright 2018 Integrity Solutions.
Recognition
Results
Security
People
Preparing to Coach
What do they do best?
What’s hard for them?
© Copyright 2018 Integrity Solutions.
Coaching Talkers
 Actively listen to them
 Make personal connection before business
 Give positive reinforcement and recognition
 Provide focused, clear direction
© Copyright 2018 Integrity Solutions.
Coaching Doers
 Get to the point quickly
 Recognize their accomplishments
 Give clear, concise suggestions
 Avoid small talk and socializing
© Copyright 2018 Integrity Solutions.
Coaching Controllers
 Match their low pace and tone
 Provide supporting information and details
 Be prepared and organized
 Provide accurate, specific feedback
© Copyright 2018 Integrity Solutions.
Coaching Supporters
 Listen for concerns
 Reduce risks of making decisions
 Provide lots of information
 Don’t intimidate with tone of voice
© Copyright 2018 Integrity Solutions.
Behavior Styles® Poll
The most challenging style for me to coach is:
1. Talker
2. Doer
3. Controller
4. Supporter
© Copyright 2018 Integrity Solutions.
Behavior Styles® Chat
What do you find most challenging about
coaching this person’s style?
© Copyright 2018 Integrity Solutions.
Coaching to Behavior Styles®
© Copyright 2018 Integrity Solutions.
Coaching Congruence
Congruence releases energy
and achievement drive.
Gaps create conflict
and disengagement.
View
of
Coaching Commitment
to
Activities
Values
View of
Abilities
Belief
in
People
Congruence
™
© Copyright 2018 Integrity Solutions.
Strategies to Coach More Effectively
Coach them to communicate with others
Identify the other person’s style
Adapt communication to their style
Develop strong teams with a variety of styles
Understand your style
© Copyright 2018 Integrity Solutions.
Your Call to Action
Coaching Tips & Infographic Online Assessment Attend Coaching Certification
© Copyright 2018 Integrity Solutions.
Questions
© Copyright 2018 Integrity Solutions.
Coaching People to Be Like You?
Here’s Why That’s a Big Mistake.
Thank you!

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Coaching People to Be Like You? Here's Why That's a Big Mistake.

  • 1. © Copyright 2018 Integrity Solutions. Coaching People to Be Like You? Here’s Why That’s a Big Mistake.
  • 2. © Copyright 2018 Integrity Solutions. Your Presenters Mike Esterday Chief Executive Officer Derek Roberts Executive Partner
  • 3. © Copyright 2018 Integrity Solutions. Agenda Coaching Challenges Global Coaching Research How People Communicate Differently Coaching Different Behavior Styles® Impacting More Than Just Skills
  • 4. © Copyright 2018 Integrity Solutions.
  • 5. © Copyright 2018 Integrity Solutions. Sales Mgnt Assoc/Integrity Global Coaching Study 76% Coaching is critically important 46% Coaching is effective (= 15% higher results) 13% Sales increase with 9 or more hours of coaching per week 75% We don’t do enough coaching 23% Increase in productivity when managers are coached by their leaders 63% Don’t have a definition of coaching
  • 6. © Copyright 2018 Integrity Solutions. Planning for coaching Asking questions & listening Recognizing “Coaching Moments” Identifying/communicating strengths Challenging to achieve goals Working through concerns Building a positive view of coaching Aligning beliefs with values Building belief in abilities Setting clear and motivating goals Releasing self-imposed barriers With themselves 21 With employees With their Coach 3 Coaching the coach Establishing a coaching culture Providing organizational support 3 Coaching Conversations
  • 7. © Copyright 2018 Integrity Solutions. Key Influencing Factor
  • 8. © Copyright 2018 Integrity Solutions. Recognition Results Security People Behavior Styles®
  • 9. © Copyright 2018 Integrity Solutions. Behavior Styles® Descriptions Outgoing and friendly Not as interested in details Values personal relationships Decisions based on emotions and facts Direct, forceful, results-oriented Require concise, focused information Have clear objectives to achieve Make quick decisions Detail-oriented, deliberate, organized Rely on facts, evidence and data Lower energy and emotion Weigh all options for decisions Needs time to process information Likes to establish trusting relationships Laid-back and friendly Reluctant to change buying habits
  • 10. © Copyright 2018 Integrity Solutions. Behavior Styles® 1. Identify your style and your customer’s style. 2. Adapt based on your customer’s style. 3. Most people are a combination of two or more styles. 4. No style is better than another – each has strengths & weaknesses. 5. It may be more difficult to communicate with your opposite style.
  • 11. © Copyright 2018 Integrity Solutions. Behavior Styles® Poll Which is your most dominant style? 1. Talker 2. Doer 3. Controller 4. Supporter
  • 12. © Copyright 2018 Integrity Solutions. Recognition Results Security People Preparing to Coach What do they do best? What’s hard for them?
  • 13. © Copyright 2018 Integrity Solutions. Coaching Talkers  Actively listen to them  Make personal connection before business  Give positive reinforcement and recognition  Provide focused, clear direction
  • 14. © Copyright 2018 Integrity Solutions. Coaching Doers  Get to the point quickly  Recognize their accomplishments  Give clear, concise suggestions  Avoid small talk and socializing
  • 15. © Copyright 2018 Integrity Solutions. Coaching Controllers  Match their low pace and tone  Provide supporting information and details  Be prepared and organized  Provide accurate, specific feedback
  • 16. © Copyright 2018 Integrity Solutions. Coaching Supporters  Listen for concerns  Reduce risks of making decisions  Provide lots of information  Don’t intimidate with tone of voice
  • 17. © Copyright 2018 Integrity Solutions. Behavior Styles® Poll The most challenging style for me to coach is: 1. Talker 2. Doer 3. Controller 4. Supporter
  • 18. © Copyright 2018 Integrity Solutions. Behavior Styles® Chat What do you find most challenging about coaching this person’s style?
  • 19. © Copyright 2018 Integrity Solutions. Coaching to Behavior Styles®
  • 20. © Copyright 2018 Integrity Solutions. Coaching Congruence Congruence releases energy and achievement drive. Gaps create conflict and disengagement. View of Coaching Commitment to Activities Values View of Abilities Belief in People Congruence ™
  • 21. © Copyright 2018 Integrity Solutions. Strategies to Coach More Effectively Coach them to communicate with others Identify the other person’s style Adapt communication to their style Develop strong teams with a variety of styles Understand your style
  • 22. © Copyright 2018 Integrity Solutions. Your Call to Action Coaching Tips & Infographic Online Assessment Attend Coaching Certification
  • 23. © Copyright 2018 Integrity Solutions. Questions
  • 24. © Copyright 2018 Integrity Solutions. Coaching People to Be Like You? Here’s Why That’s a Big Mistake. Thank you!

Editor's Notes

  1. BW
  2. Bruce
  3. Bruce
  4. CEB Research shows that 63%, 57%, 61%. CSO Insights 5.8 decision makers increase of consensus buying Linked in – 20% Gallup data shows that 84%
  5. BW:
  6. Expand revenue per customer through # of products. decrease sales costs – boost profitability through cross selling. One retail bank’s goal is going from average of 1.3 products per customer to 3 within 12 months. – One insurance firm measures this by increasing agency density. Pest control company is investing in their service technicians to identify new problems that they can solve. Mouse problem, how about wasps, ants or termites? Do that by cross selling services, drive greater agency density. I worked with a big four consulting firm that wanted to bring all of the firm to all of the client Bring in team of Sales Development Reps to better capitalize on marketing momentum Over resource best opportunities – “pursuit” team selling – executive level coaching Invest heavily in AI and other technologies Focus on selling “value” and get out of the give-me-your-lowest-price game What is your organization’s sales strategy this year? - Our perspective is this – that the quantity and quality of the conversation between your sales people and your customers with determine – more than any other factor – whether or not any of these strategies will be successful.
  7. BW