Research has shown that, over a period of time, around 75% of training content following a learning and development programme in the workplace is forgotten. The reason is simply that when people return to their day to day responsibilities, unless ongoing reinforcement and coaching takes place to embed the new skills and behaviours, he or she will, over time, return to old and familiar ways of working. How can you prevent this from happening and protect your investment?
In order to make the optimum use of your business existing resources, this module provides the management team with the necessary coaching and feedback to ensure that they are capable of reinforcing new learning in their people and effecting lasting change.
Key Deliverables / Outcomes
- Ensures that the manager is able to observe his / her people, spot areas of weakness, provide clear and objective feedback, coach the new skills and behaviours and follow up to ensure that change materialises
- Equips the manager with the necessary skills to coach new behaviours into the business via one on one coaching sessions
- Provides the manager with an opportunity to discuss challenging people management issues and plan a strategy for overcoming them
Summary Agenda
The manager will be required to arrange a minimum number of sales / client observation meetings or one on one coaching sessions. The trainer will observe the manager on some or all of the following areas:
- Preparation and planning for coaching sessions
- Interpersonal skills and body language
- Opening and structuring the coaching session
- Setting expectations, providing feedback and following up
- Handling resistance and getting results
Each manager will be provided with one on one coaching following their sales coaching sessions and written feedback outlining the areas for focus, what happens next and an agreed time and date for follow up.
Related Links
» Coaching Companies Through Change
» Executive Coaching
» Life Coaching
» Neuro Linguistic Programming
» One on One Performance Coaching
» One on One Sales Coaching
