The Coaching Imperative
If you are serious about getting the best results from your investment in learning and development, then appropriate focus should be given to integrating coaching and measurement in to the solution.
At BIG, we subscribe to the Power Learning Triangle model below:
1. Training
2. Coaching
3. Measurement
Training should be a series of installments delivered over time. Think of the delivery of training as “mental mouthfuls” that
can be easily digested with a fast bridge to implementation.
Coaching then plays a part by reinforcing learning on the job. Typically the line manager who has been trained in the specific skills of coaching and question driven feedback is the designated coach. The benchmark for quality coaching is one session per individual per month where the focus is on “catching people out doing things well”, in addition to having a discussion on improvements for next time.
Measurement completes the triad, where the emphasis is on being specific and objective. This usually entails crafting a set of particular competencies for each role that provides the reference point for feedback. A scaled scoring system allows the individual to know where they are performing versus expectation and to track improvements over time.
The Work With Day Optmiser from BIG
As a sign of how serious we are in helping our clients to provide quality coaching and measurement, BIG has developed the Work With Optimiser Tool.
The WWD Optimiser tool is a web based software platform that can store, track and manage coaching sessions across a sales team and produce accurate timely reports. It even sends an email automatically to the salesperson at the end of each coaching day.
The benefits of the WWD Optimiser are many:
- Senior Executives can see a rolled up measure of capability of the entire sales force to
know that training is delivering results.
- National Sales Managers get visibility of coaching activity being planned and executed
by Line Managers plus the ability to run preformatted reports or export to Excel where
required for additional analysis.
- Line Managers are able to track individual sales people’s strengths and weaknesses,
to assess team and individual training gaps and to compare their team’s relative
performance to others and against agreed benchmarks.
- Individual sales people have a record of how they are performing over time and
visibility to the rest of the business that they in fact have received the appropriate
coaching sessions.
- By being on line, secure access is available from any internet connected device and
the data is real time.
- With so much visibility of coaching activity and outputs, the optimal behaviours
become commonplace and capability improves.
Click here to download our white paper on the Work With Day Optimiser Coaching Tool.
For those already using the Work With Day Optimiser, click on your company logo opposite to go directly to your secure client log in.
