In this video, Tim Deuitch and Joane Ramsey discuss three strategies leaders, managers and sales coaches can use in an effort to improve the performance of their team.
Joane Ramsey: 00:01 So Tim, how many times have we walked into our client's office and they ask us the question, "How about coaching for our managers? How do we help our managers become better coaches?" In our definition of coaching and being a coach, for us, a coach is who you are, not what you do? Correct? So with that in mind, help us understand who is the coach that we're describing.
Tim Deuitch: 00:34 So if a coach is who you are, this is important to me. I draw on my past playing on many sports teams and also being a coach for a long time, while also knowing what happens in the coaching dynamic of the dancing and entertainment world, and so forth, the coach is always coaching, right?
Joane Ramsey: 00:59 Isn't that the truth.
Tim Deuitch: 00:64 It is, and I think when we move into the business world, it's a busy day, it's a busy time, there's a lot going on, and we usually reduce the time to maybe that once a week moment. We call coaching that moment when we say, "So, how's it going? Is there anything I can do to help?" Well, imagine in the sports world, if the teams come off the field or the court and the coach looks at them and says, "Is there anything I can do to help?" They'll look back and say, "I figured you might have some insights for me?" That's what we mean by a coach is who you are. You're always there and ready to assist and to understand, in order to help them be successful.
Joane Ramsey: 01:44 That's really interesting, because I think there are three ways of coaching. Coaching Before the Moment, In the Moment, and After the Moment. Can you help us understand what coaching Before the Moment looks like?
Tim Deuitch: 02:00 Coaching Before the Moment is the place where, in my experience with my customers, they have the least amount of coaching. So what do we mean by, Before the Moment? What we mean is, when the coaches or managers are literally looking at the calendars of their people so that when they talk to them, they note that, "I see you have a meeting, a visit, a call that you're making two weeks from now, can you share with me what your intent is of the call? What's the outcome you're after and how will you get that outcome?" Often we're busy and so, the manager says, "Okay, are you prepared? Yes or no?" But the coach says, "Tell me the things about this meeting that you think might challenge you and tell me the things you have."
Joane Ramsey: 02:48 Very small difference, but it makes a big impact at the end of the day. How about when you are In the Moment? Can you give us an example of coaching In the Moment?
Tim Deuitch: 02:58 This one we don't have to overthink. I think people who like to be coached in the moment are those who don't mind at all if their manager coaches right there with them. It doesn't have to happen constantly. In fact, it can't. It shouldn't. But now and then, having two sets of eyes, two sets of ears in the same environment is so helpful and we just don't see it enough. Another way, which is In the Moment, but slightly before, is literally that parking lot moment. It's when you ask your person, as a coach, to send you a text and give you the thumbs up or send you that text and tell you, "There is one question I want to bounce off of you before I walk in this building." That is being there for them. That's the equivalent in the sports or the entertainment world of your staff member being able to look over and see that you're there right before it's time to go.
Joane Ramsey: 03:54 Your support system is in place.
Joane Ramsey: 03:58 Then we look at it After the Moment, what would an After the Moment coaching experience look like?
Tim Deuitch: 04:04 After the Moment is when we tend to classically coach. Historically what that tends to be is, "Hey, here's how you ought to try to do it next time." So debriefing is good, and again, it's a real debrief. It's a question that says, "How do you think it went? Here's what you say the result is, this makes me think this or that. Can I bounce that off of you?" It's an in depth debrief, as opposed to simply literally passing each other in the halls or sending an email that says, "Hey, how did that meeting go? Good?" "Good." You're paying attention, but it's a coaching moment that you might lose. It's common, but what I always say is the organizations or the coaches that do it well are those that make debriefing a standard operation.
Joane Ramsey: 04:52 If you're having the conversation anyways, you might as well make it meaningful.
Tim Deuitch: 04:58 That's right.
Joane Ramsey: 04:59 Coaching is really who you are when you consider that the conversations are happening at all times. The moments are there Before the Moment, In the Moment, and After the Moment. Thank you Tim, that was very insightful.
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