Effective Leaders Turn to SAM for Coaching - Sandler Training - Canadian Energy News, Top Headlines, Commentaries, Features & Events

Written by Hamish Knox; President of Sandler in Calgary, Canada

Creating accountable, sales focused organizations in Calgary

Ineffective coaching is nothing more than a polite conversation with no purpose that goes on longer than necessary.

To get a real return on your coaching sessions find your purpose in SAM.

Demonstrate ongoing Support – investing your only valuable, your time, shows your team member that they will support their success in their current role, which increases the probability that your team member will act based on your coaching.
Ensure Application of role specific skill – to prepare for coaching sessions, during your accountability meetings with your team, group or individual, make notes on role specific skills that aren’t being applied. These notes will create questions for your coaching session or role play scenarios to practise with your team members.
Facilitate long-term Motivation – this is not rah-rah motivation designed to give a brief shot of adrenaline to your team. For the top 20% performers on your team motivation is a challenge to continue growing and achieving when they might feel like they’ve plateaued in their current role. For the middle 60% performers, motivation is the challenge to become the top 20% (who they aspire to be) with support from you.

And the bottom 20%? Too many leaders waste their only valuable on this group who are there by choice (assuming of course that you hired them for the right role, onboarded them correctly and gave them the tools to succeed in that role).

Besides focusing on SAM an effective coaching session will have a clear agenda, be completed in the time agreed upon prior to the session starting and will end with clear action steps and consequences for not completing those steps.

Until next time, go lead.

Lunch-and-Learn

Leadership for Organizational Excellence

When: Thursday October, 25
Time: 11.15AM-1.30PM

The Roadmap to Organizational Excellence

“Excellent” caliber businesses are growing and expanding, and constantly moving beyond comfort zone to adjust to changing technology and market conditions.

Join us on Thursday October 25, 2018 from 11:15am-1:30pm for an interactive discussion on the 6 Ps (Planning, Positions, People, Processes, Performetrics and Passion) that support mitigating or eliminating the 13 common leadership blind spots.

This workshop is best attended by CEOs, Owners, Presidents and their leadership teams:

Investment