Mentoring and Coaching Managers
The Client
A major UK pharmaceutical company.
The Aims
To improve managers skills in coaching and feedback.
Issues
This was a group of 30 managers whose key responsibility was motivate and lead groups of 6-8 salespeople. Staff turnover was stable, but it was becoming increasingly important to retain talented staff in a competitive environment. Consequently, managers were encouraged to find ways to motivate and develop people through coaching and feedback.
The Solution
We developed a programme that began with a workshop that was designed to enhance coaching and feedback skills. At the same time the organisation introduced a set of sales competencies. Using the competency framework we focused on developing ways to assess sales ability, offer feedback and coach to improve results. The next step in the programme was a series on one-to-one coaching surgeries with each manager. In these sessions we focused on the specific issues managers faced when coaching their team members. In parallel to this activity we maintained close contact with senior managers to cement buy in and ensure that we able to continue and reinforce the programme with their managers.
Feedback Evaluation
A feedback procedure was established at the beginning of the programme. This allowed participants to comment on their learning throughout the programme. As a consequence we adapted the programme as we progressed to ensure that we met each participant’s needs.
Follow up
To build on the surgeries we ran two further workshops with managers and senior managers. These helped foster good practice as managers shared experiences of coaching.
