Book Description
As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by an author/instructor who teaches sales management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself.
Customer Reviews:
Extremely practical, extremely relevant, very easy to read........2007-03-16
This book is a real treasure. I would have been successful by 1000% if I had read this book earlier. The price of this book is such a small investment in comparison what you get from this book. I recommend it a thousand of times!
I recommend it for all the leaders no matter if you coach sales teams or teams of other profiles.
Thanks the author for such an extreemely useful and practical book.
Coaching at it's finest .......2007-01-04
Very practical and helpful for anyone who want to be effective coaches. Ms. Richardson really understands what most managers and sales persons tend to do in a coaching situation and was able to 'coach' readers in how to avoid common pitfalls.
Excellent choice for learning to coach a team!.......2005-09-09
This was an excellent book. The topics included were very applicable to creating a coaching culture. It is very straight forward and easy to read and comprehend! This book will be extremely helpful in creating a coaching culture in a sales call center environment.
Sales Coaching is practical, applicable, and long overdue........1999-09-23
I often say to Sales Managers, "Show me a great Sales Manager with lousy salespeople and I will show you a lousy Sales Manager." Then I tell them to read 'Sales Coaching.'
Linda Richardson has constructed the ultimate step-by-step guide in getting managers to reevaluate their priorities and focus their attention on improving the sales staff through effective developmental coaching. The book is easy to read and full of practical tips and coaching models that will make any sales team more productive.
Most importantly, unlike many sales management books, this work translates into practical application without the brain damage. Sales Managers should be able to apply these principles immediately. Read this with a highlighter in your hand - and be prepared to transform your sales management approach.
Book Description
Even the best managers often view employee coaching and feedback as necessary evils, tasks to be done with little enthusiasm and as rarely as possible. Formula 2 + 2 provides managers with a simple yet powerful approach to revolutionizing feedback conversations and making them a regular and even welcome part of their duties. Based on the assertion that feedback is most effective when motivated by a spirit of helpfulness and a sincere desire to help employees succeed, the book explains five concepts - timeliness, balance, focus, specificity, and follow-up - that transform correction into encouragement, build an atmosphere of trust, and create positive and productive performance evaluations. The simple steps outlined in Formula 2 + 2 result in a more engaged and productive workforce and a more effective manager.
Customer Reviews:
Formula 2 + 2: The Simple Solution ..........2007-05-13
This is not Ken Blanchard, It is Douglas Allen. It arrived on time.
Interesting.......2005-06-12
Formula 2+2 is a short, parable-like book in the style of Ken Blanchard's One Minute Manager. Its focus is on coaching, versus performance appraisal. The authors contend that the average performance appraisal is like a trip to the dentist - once a year, dreaded, and often too late to catch problems.
On the other hand, coaching can be "just in time" and focused on supporting people to be great, rather that correcting them for not becoming all that they can be. Formula 2+2 is the story of Paula, a potentially great manager, who is mentored by Audrey to implement the 2+2 formula, rather than focusing on performance appraisals. The book provides how-to's for the five keys to being a great coach: timeliness, balance, focus, specificity and follow-up.
These fundamentals give the key for providing the instant course correction and frequent feedback that is so necessary in today's fast-paced business environment. This affords a significant competitive advantage over managers who rely on the stiff, formal, all-too-infrequent performance appraisal that is often looked at as punishment - and a report card.
The book's goal is to help managers and employees alike view feedback as a positive, joyous experience. Formula 2 + 2 couples the giving of two compliments along with two suggestions for improvement, and it ties this formula into the five keys listed above. Good managers will easily leverage the information into significant results for their teams. Average managers will find that applying these techniques helps them stay managers by enabling them to do a job that they were quite possibly struggling with - and wondering if it would ever get better.
Outstanding Principle and Formula for Uplifting People.......2005-01-17
I picked up Formula 2 + 2 the other day because of the title. The book is a quick read of a simple concept, but profound formula, for communicating and encouraging people to be the best they can be. It is easy with my personality to find areas in which people need improvement. I have to work at the compliments and exhortation side of leadership and management. This formula helps me to conceptualize how to better encourage and lead those I work with in life.
Not only do I plan to use the 2 + 2 Formula of feedback and communication, but I have already instituted it with my family. I am also looking at how this can affect our church in a positive way.
Why do we wait until someone screws up, makes a serious mistake, or doesn't do what we ask before giving feedback? Building a communication style of regular and continuous positive feedback is a much better system for a manager. It makes it easier to offer course corrections, and its much better to build bridges than to burn them. The 2 + 2 system is essential to connecting vision and goals with tasks and behavior.
I highly recommend the book and its excellent solution for successful coaching!
Good read.......2004-12-21
This excellent and fast reading book, written by a father and son team, contains some great advice for coaching employees and giving feedback that's really useful. If you, like many managers, dread doing performance reviews and put off difficult conversations until the last possible minute, you'll find some salvation in Formula 2+2. In some ways the framework presented is simple and intuitive, but takes some work in practice.
The book is written as a business fable. Seems we are all learning more from stories than ever. The tale begins with an introduction to a harried manager Pauline, and her staff who are responsible for sales at their organization. Pauline has the usual duties of a manager, with all the bureaucracy and effort that entails. Managing her staff, Pauline doesn't realize how some run-of-the-mill activities as part of the standard corporate performance management process, actually cause employee dissatisfaction and discord. Meeting an outside mentor, Pauline learns how to apply `balance, timeliness, focus, specificity and follow-up' as key elements of success in giving feedback.
A simply written, short and succinct text is complemented by interesting pull-out quotes, such as "feedback should be as much of a celebration of success as it is a correction of problems" and "whenever performance appraisals result in surprise, the manager has failed". While 2+2 may take some time to get right, it appears to be an excellent tool that the Allens have developed to help overcome one of the biggest issues managers have with their staff - communication.
Book Description
Why is coaching skill the hallmark of good management?
Managers who provide consistent, constructive feedback run more efficient departments, equip their employees to become leaders, and gain the support they need for their efforts. Proficient managerial coaching aligns employees with company strategy, so that day-to-day activities are translated into long-term results. Moreover, employee retention rates and satisfaction are demonstrably higher in companies that value coaching as a managerial skill. Using the Duke CE GAPS model, readers will learn to set goals for employees, assess their progress, plan for action, and support their efforts. Communication skills-listening, face-to-face interaction, asking questions, and providing clear feedback-are emphasized as key tools of the effective coach. Managers are also challenged to analyze their own mental models, attitudes, biases, and behaviors that might skew the coaching sessions. Coaching and Feedback for Performance is a practical guide that shows managers step-by-step how to develop existing and new talent within an organization.
Customer Reviews:
Small but focused manual on helping employees improve.......2006-10-09
The Duke Corporate Education team has produced a compact guide that defines coaching in the workplace and explains how your organization can begin to implement it. We recommend this guide to anyone responsible for ensuring that other people produce results. Potential coaches include corporate managers and leaders at all levels, entrepreneurs, small business owners, and nonprofit managers and volunteers. This short manual is also valuable to anyone who is responsible for teaching, developing, counseling or guiding others, such as teachers, counselors and even parents.
Average customer rating:
- It's great, 'it does what it says on the tin'.
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Real Coaching & Feedback: How to Help People Improve Their Performance
J. K. Smart
Manufacturer: Financial Times Management
ProductGroup: Book
Binding: Paperback
 General
| Business & Investing
| Subjects
| Books
Consulting
| Industries & Professions
| Business & Investing
| Subjects
| Books
Human Resources & Personnel Management
| Industries & Professions
| Business & Investing
| Subjects
| Books
ASIN: 0273663283 |
Book Description
Overworked managers know that management is about doing the best you can with what you've got, in the real world of organizations that are demanding more and more, for less and less. This book is for every manager who knows that if doing that was as easy as most books and trainers make out, they'd be doing it already. The books you've read all seem to have been written by people who don't know what it's like in the real world of work, and mistake you for a superhero instead of a real manager. You know you could work out a better way of doing things, but the trouble with being an overworked manager is that you just can't seem to find the time.
But what if someone else had done it for you -- read all the management books, developed an approach that works and put it all in one practical accessible source? And what if that someone wasn't a management guru or consultant, but an overworked manager like you? Real Coaching blends the authors thinking framework with your experience, to help you be the best you can be. Overworked managers know that management is about doing the best you can with what you've got. This book blends the author's thinking framework with your individual experience to help you improve your coaching skills using feedback to influence and solve problems.
Customer Reviews:
It's great, 'it does what it says on the tin'........2003-05-10
There are many things that I like about this book, and it has proved such a good read I felt absolutely compelled to write a review about it.
Topics include: the need to become a good coach, why past attempts at coaching failed, how the beliefs of the coach have a part to play, the need to pay attention not only to skills but also the 'human element', optimal allocation of responsibility, making lasting improvement, increasing self-awareness, sharing an understanding of the issues, analysing and learning from previous experiences and why after all this it can still go wrong. The book covers a lot of material, but the friendly and chatty style with which it is presented makes it always a pleasure and never a chore.
This book does not patronise. It does not claim to provide a single right way of doing things, which 'if you do you will be fine' - life simply isn't like that and any book worth its salt (as this one is) will recognise that. In short it is 'coaching and feedback come to life' Too often, the books I have read are prescriptive instead of descriptive, offering solutions that would only work in a book, not in the real-life setting of a workplace.
The book is very easy to read. There is no 'jargon' as such, but the terms that are used are explained clearly. The writing style is free flowing and considered yet not stuffy nor over-elaborate. In keeping with this, there is also a brief summary at the end of each chapter, simply called 'In Short', which reviews the key points.
On the surface it's a quick read with everything you need to get started and improve your performance being brought to the front of your mind immediately. However, it is in delving in a little further that you appreciate not only the care that must have gone into this book to make it such a succinct read, but the ability of the author to connect her experiences to your own in such a way that the details begin to unravel themselves as you become more immersed in the book.
One highlight for me, was, very roughly paraphrasing, how we can change whatever we are unhappy with by examining the beliefs triggering this behaviour and analysing what had held us back in the first place. If we do this we make changes that are very easy to stick to. It enabled me to put right something I had been doing wrong. But, calling any part a highlight would merely suggest the book has failings or shortcomings in other areas, which simply isn't true. The fact that this book doesn't make any radical claims that it has all the answers if you follow the advice exactly is much of its appeal.
I have now read the first two books in this series, and if the others are as good as these, this collection could well become a 'Management Bible' for today's busy overworked manager. It was a pleasure to have read such a lively and inspiring text. I don't want to oversell it (which I don't believe I have) so the best thing to say would be to get hold of a copy yourself to see what I mean. Highly recommended, a must for all managers trying to perform under the pressures of the real world.
Book Description
Based on Robert Hargrove's acclaimed five-step coaching model--field-tested by thousands of leaders world-wide--The Masterful Coaching Feedback Tool will help you learn how to fundamentally shift thinking and attitudes in the service of extraordinary results. The modular program is adaptable to the needs of any organization and its flexible workshop design can be conducted in as little as one-half day or extended over several days.
Use the Self Assessment Instrument to rate your skills and practices.
Customer Reviews:
Glad you asked; not at all helpful.......2007-08-16
I bought this thinking it would be a helpful tool for me to evaluate myself as a coach. All it consists of is a series of questions and a ranking system but it offers no way to analyze the results or do anything with it once you have completed it. Unless I am missing something obvious, it seems to me this should not be sold as a stand alone book; it is designed perhaps to accompany another book. Mystifying and a complete waste of money, in my view.
Average customer rating:
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Feedback and Coaching
Hellen Davis
Manufacturer: Indaba Training Specialists, Inc.
ProductGroup: Book
Binding: Paperback
General
| Business & Investing
| Subjects
| Books
Management
| Management & Leadership
| Business & Investing
| Subjects
| Books
Training
| Management & Leadership
| Business & Investing
| Subjects
| Books
General
| Small Business & Entrepreneurship
| Business & Investing
| Subjects
| Books
ASIN: 1585702919 |
Book Description
Feedback and Coaching gives managers and co-workers conflict-resistant strategies and processes that create a safe, secure and fear-free environment for feedback. This thought-provoking book quickly takes you from thought to action as you learn to give unemotional feedback with neutrality and purpose. You will also learn how to receive feedback constructively and how to develop others through the coaching process. In today's fast-paced, competitive environment, businesses are expected to produce more with less. Building successful working relationships demands continuous learning and improvement. But how can you grow if nobody tells you specifically what you need to work on? Oftentimes statements of improvement are avoided because team members and fellow workers lack the skills for giving positive, constructive feedback. Sometimes managers are afraid to communicate problems to their people in a timely fashion. Even worse, when feedback (constructive criticism) is given it is delivered ineffectively. When this occurs, the person may be left feeling angry, frustrated and unproductive. Strong organizations understand the importance of having employees skilled in delivering timely and appropriate feedback and coaching.
Book Description
How do you openly work with a "poor team player"? Positively handle a "negative attitude"? Objectively deal with a "bad judgment"? Sensitively criticize your boss (and keep your job)? And, how do you praise others to capitalize on your team's strengths? The Feedback Planner--a powerful and professional coaching tool shared in this guidebook--shows you how. Now you can offer ideas for improvement and build your working relationships through successful communication!
Customer Reviews:
Coaching Through Effective Feedback: A Practical Guide.......2002-12-18
This book/workbook is a true gem for anyone who wishes to be a strong communicator. It provides you with all the ins and outs for planning, delivering and receiving feedback. The feedback planner tool is simple, yet highly effective at giving you a process to follow to "collect, complete, revise and discuss your thoughts." The author shows you WHEN and HOW to craft a coaching discussion using the tool, and provides numerous examples of appropriate feedback planners. He also prepares you for difficult behaviors or responses that may arise. This is a great tool for the workplace and can be applied at home too!
Book Description
Become a masterful coach within your organization! Based on Robert Hargrove's five-step transformational coaching model—that has been field-tested by thousands of managers throughout the world—Masterful Coaching Feedback Tool will empower you to learn what you need to know to become a skilled coach and create a powerful new future for your organization. This comprehensive package includes a workbook and instruments designed to:
- Rate your coaching skills
- Elicit useful feedback from your peers and coworkers
- Create your personalized feedback report
Become a masterful coach and help transform your organization to get the maximum performance from workers, encourage employees to think and work better together, and attract and retain the best talent in your industry. Use the package's dynamic Five-Step Coaching Mode—The Method
TM to learn to:
- Share ideas and stories of success
- Build powerful partnerships
- Reach for extraordinary results together
- Move forward with doable projects and actions
- Create feedback that stretches, corrects, and builds self-esteem
Become the exceptional coach you were meant to be and watch your business grow!
Customer Reviews:
Masterful Coaching Feedback Tool:.......2007-01-10
This book has helped me to coach myself in a new perspective. It's a quick read with helpful hints. It's been great.
Average customer rating:
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Appraisal and Coaching: Improving Results with Feedback
Harvard Business School Press
Manufacturer: Harvard Business School Press
ProductGroup: Book
Binding: Digital
General
| Business & Investing
| Subjects
| Books
General
| Business & Investing
| Subjects
| e-Docs
| Formats
| Books
Harvard Business Review
| By Publisher
| e-Docs
| Formats
| Books
General
| Business
| PDF (printable)
| Formats
| e-Docs
| Formats
| Books
ASIN: B000M5KRCO
Release Date: 2007-09-22 |
Book Description
The first half of this chapter shows you how to handle a performance appraisal and offers eight steps for doing it right. The balance of the chapter explains how to improve performance through coaching. These two activities provide opportunities for both the manager and the subordinate to provide feedback to one another on what is working and what is not--feedback that is an essential element of management.
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- SIGN with your BABY Complete Learning Kit: US DVD Version, Book, Training Video (DVD), Quick Reference Guide
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- Starting an Online Business For Dummies, 4th Edition
- State of The Art Marketing Research
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