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1、Welcome to this Workshop on “Coaching For High Performance”in the New Millennium1授课：XXXWhat do you know about “Coaching”?Me, the ManagerWhat kind of manager am I?Coaching - What does it mean?Core Caching Skill - Asking QuestionsGROW - The Tool of CoachingG - Goal SettingR - Reality CheckO - OptionsW
2、 - What, When, Who and Will Role Play - You are the CoachAgenda Of The Workshop 2授课：XXXLets BrainstormPlease write down what you know about “Coaching”3授课：XXXThe Manager as CoachCoachingin ActionLearnerCoachOrganisational FactorsThe Coaching RelationshipCoachingFor HighPerformance In The New Millenni
3、um4授课：XXXWhat kind of Manager am I?does as much as possible himselffocuses on tasks rather than peopledelegates work focuses on people rather than tasksPlease chose ( ) :A DoerA Developer5授课：XXXReasons for being Doer (1) Traditional Manager ConceptThe traditional concept of management: managing = Gi
4、ving Ordersmanaging = controllingmanaging = solving problems yourselfMost managers do rather belong to the group of “Doers”. Reasons are as follows:6授课：XXXReasons for being Doer (2) Internal / Personal reasonsTrustRiskControlSatisfaction7授课：XXXTimeSkillsReasons for being a Doer (3) Time and SkillsTh
5、ere are two main reasons, why they Do so: 8授课：XXXIs being / becoming a developer worth the effort?Individual performances?The teams performance?Your performance as manager?The performance of the organisation?Your career within the organisation?If you invested more time in developing, would there be
6、significant benefit to be gained in terms of:9授课：XXXDo they live up to their potential?Do you agree to the following statement?“There is a gap between the actual performance and the potential of the employees I manage.”YesNoPlease chose ( ) :10授课：XXXWhat Coaching can do? to help you to get a (better
7、) developer.to narrow the gap between performance and potential of your staff.The most important aim of coaching is: Improve PerformanceCoaching is an important tool:11授课：XXXDefinition Of CoachingCoaching is helping people to develop and perform to their highest potential .CoachingFor HighPerformanc
8、e In The New Millennium12授课：XXXWhy Coach? What does it mean to ?CoachingFor HighPerformance In The New Millennium13授课：XXXSection Core Skill of Coaching CoachingFor HighPerformance In The New Millennium14授课：XXXQuestions?Please write down, when and why you use questions. 15授课：XXX Why Ask Questions?NOT
9、4 TO GET INFORMATION FOR THE QUESTIONERBUT4 TO DEVELOP THE LEARNERS AWARENESS4TO SHARPEN THE LEARNERS FOCUS4TO STIMULATE LEARNERS RESPONSIBILITY4TO HELP THE LEARNER FIND THEIR OWN ANSWERS4TO GET LEARNER TO TAKE OWNERSHIP OF THE PROCESS16授课：XXXCoaching: the art of asking questionsSpontaneousRaising c
10、oachees awareness Open Questions 17授课：XXXWhen and What can you coach?You can coach in basically every situationYou can coach yourself and/or your employeesSome opportunities for coaching *making a plan or decision *solving a problem*meetings with staff*problematic relations between employeesA very g
11、ood way of finding out if coaching is possible is this:A very good way of finding out if coaching is possible is this: Every time someone comes to you and has a question: Ask yourself: “Do I have to answer it, or could they answer it themselves?” But be aware that sometimes staff just needs your qui
12、ck help and information. Overdoing it will not help. 18授课：XXXRemember!19授课：XXX20授课：XXXGROW - Asking What questions When and What forG Goal setting (mid- and long-term)R Reality Check - clarify the current situationO Options: discussing and settling on alternatives / ways / actions to reach the goalW
13、 What? When? Who? Will? What should be done? When by whom and does the will exist to do it?GROW21授课：XXXGROW - Some hints for asking the right questions (1)THE FOLLOWING HINTS MAY HELP YOU TO SUCCEEDIts about - helping , NOT telling Its about - letting it out , NOT hammering it inIts about - unlockin
14、g peoples potentialsIts about - helping someone to get the best performance out of themselvesIts about - stepping back, and handing over the responsibility for improvement to the Learner Its about - turning problems into guided learning experiences Do not impose your solution on the coacheeGROW22授课：
15、XXXFollow the train of thought of the coachee Pay attention to the answers Questions must be spontaneousShow real interest in the case of the coacheeUnderstand, Summarise and take notesDont try to solve all the problems in one sessionGROWGROW - Some hints for asking the right questions (2)23授课：XXXGR
16、OW: Goal Setting: What type of Goal?Long-Term Goals / Visionary Goals 1. Characteristic: they are really big and ambitious, e.g.: become the market leader (corporate level), become Chief Rep. (personal level), winning a gold medal. 2. Characteristic: External factors may be crucial: for achieving th
17、em factors matter, which you CANNOT control, e.g.:performance of competitors / corporate levelhelpful relations of competitors for the Chief Rep. Position / personal levelA long-term goal is desirable: Having one is motivating. It can be the inspiration for our mid-term / performance related goals.T
18、ypes of Goals: Long-Term and Mid-Term (1)GROW24授课：XXXGROW: Goal Setting: What type of Goal?Mid-term Goals / Performance Goals 1. Characteristic: they are smaller and easier to achieve, e.g. :within 6 months, 95% of our products will pass the quality testour group sells 10,000 more packages of medici
19、ne X by next monthI will run 1,000 meters in 3 minutes by next February. 2. Characteristic: These goals CAN be influenced / controlled by us. They are measurable and we can help that they are met, e.g.: improve quality control circlesimprove marketing activities / employ more sales personneltraining
20、A mid-term / performance related goal is necessary: to do your work and to bring us closer to the long-term goalTypes of Goals: Long-Term and Mid-Term (2)GROW25授课：XXXGROW: Goal Setting: How to set a Goal?SMART stands for: SSpecificM MeasurableA AchievableR RealisticT Time-boundHow to set a Goal? Be
21、SMART!GROW26授课：XXXGROW: Goal Setting: SMART questions to help the coachee set a GoalREMEMBER: Coaching is done to help the coachee help him/herself to solve a problem. THEY should solve the problem, not YOU. Do not impose your solution on the coachee.Some goals may have to be adjusted or changed, if
22、 the next step, the reality check shows that the goal is not realistic or solvable!GROW27授课：XXXGROW: Reality Check A: “I have a longstanding problem.” B: “What have you done so far?” Raising awarenessWhy this step?GROW28授课：XXXGROW: Reality Check: Questions to help the coachee check reality Generally
23、 speaking in this phase of coaching questions like What?Who? Where?When? How much? will be dominant. Some examples:REMEMBER: Coaching is done to help the coachee help him/herself to solve a problem. THEY should solve the problem, not YOU. Do not impose your solution on the coachee.GROW29授课：XXXGROW:
24、Options CheckEncourage them to speaking out “impossible” solutions (they might have the seed for a good solution in them).Breaking negative attitudes Why this step, what is important? THE AIM IS: find as many solutions / as many alternatives as possible. GROW30授课：XXXGROW: Options CheckDont hide it.
25、If you have something to contribute, do so. But be careful how you do it. A good way is the following: ”I could think of some more options. Do you want to hear them?” They will be willing. Make sure that your options are NOT an order, are not necessarily the best. Do not go into every detail of your
26、 idea - it is not you who should solve the problem. Make sure that they are just a one point on the Option list, no better and no worse than the other points. You have a good suggestion for the coachee? GROW31授课：XXXGROW: Options CheckStep 1: Let the coachee note down ALL options an Option List.Step
27、2: Select the best options: Go through the list again. Look at every single option. Pick out the most likely (might be a combination of more than one item). Balance the options, the good and the bad, the disadvantages and the advantages against each other, e.g. might be too time consuming, might not
28、 fit personality of the coachee, might lack certain hard skills to do it, etc. Step 3: Check options against the goal: Will this option help to achieve the goal the coachee was setting him/herself earlier?What to do with all the options? GROW32授课：XXXGROW: Options Check: Questions to help the coachee
29、 find the a wide variety of optionsDo not hide your suggestions: say: I have a suggestion. Do not try to direct the coachee to accept your suggestion through your questionsREMEMBER: Coaching is done to help the coachee help him/herself to solve a problem. THEY should solve the problem, not YOU. Do n
30、ot impose your solution on the coachee.GROW33授课：XXXGROW: What? When? Who? Will be achieved by them answering a lot of questions. The main ones are: ”Which options will you chose?” “Who must be informed?”“When will you begin and when will you end?”What kind of support do you need?”Why this step? THE
31、AIM IS: Sent them out with a clear plan of what to do and whenGROW34授课：XXXGROW: Will?Answering the “Will?” Question: You have to ensure that the coachee sticks to his plan. Method: Your final question will be: “ how sure are you that you really finalise this option to achieve the aim?” If the coache
32、e is unsure, he/she should be motivated to cross out some things on the planOr he/she could give him/herself a little more time. Other important tasks: Be tough with a time commitment. Make the coachee name a STARTING date and an END. Talk about obstacles: Addressing them prepares the coachee. What
33、is your role - Get a commitmentGROW35授课：XXXGROW: What? When? Who? Will? Questions to help the coachee realise his planREMEMBER: Coaching is done to help the coachee help him/herself to solve a problem. THEY should solve the problem, not YOU. Do not impose your solution on the coachee.GROW36授课：XXXGRO
34、W - The best questions for each stepGROWREMEMBER: Coaching is done to help the coachee help him/herself to solve a problem. THEY should solve the problem, not YOU. Do not impose your solution on the coachee.37授课：XXXGROW - Follow up: important task for the managerGoing out of your office after a coac
35、hing session, the employee will be much more motivated than when he would come out of there with just another order to fulfil. There is some things you should do now, to help further development: Immediately after the Coaching Session: Immediately after step 4 it is advised that the coach provides t
36、he coachee with a written form of the answers on all the questions in this last step. Be available for further questions, discussions and help.After employee has finished his/her task: Facilitate the learning effect through: get the coachee in to do the review cycle: see next slide: GROW38授课：XXXThe
37、Review Cycle( on Kolbs learning cycle)The incidentWhat does this tell me - any patterns or links?What do I need to do differently next time?What happened?What helped?What hindered?39授课：XXXLets BrainstormPlease write down what skillsa good coach needs?40授课：XXXNow lets do it ! Lets divide in group of
38、fourand Get Hands On ExperienceObservationMissed ObservationRules:Coaching Time: 10 minsFeedback time: 20 mins Roles Change, exercise repeated until everyone has played the Coach41授课：XXXLets BrainstormQ. What are the Coaching Traps ?42授课：XXXPossible traps when CoachingThe Coachimposing your solution
39、sassuming they learn like youassigning tasks, but not having a Learning Reviewtaking back work which you have given to the Learnernot giving them adequate resourcesnot listening to their ideaspunishing their mistakesTaking monkeys from others43授课：XXXQ.Why take other peoples Monkey ?44授课：XXXWhy Take Other Peoples Monkeys?I dont trust themDelegation is riskyI can do it fasterI like playing with monkeysI want to show how good I amI like “Helping” people45授课：XXXThank you!46
