next-level coaching: breaking the law of limited performance
TRANSCRIPT
![Page 1: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/1.jpg)
Breaking the Law of Limited Performance
Not to be used in training without prior permission from Integrity Solutions
![Page 2: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/2.jpg)
Tips for the Webinar
(800) 263-6317Tweeting? Please use these tags: @Sell_Integrity and #TIwebinars
![Page 3: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/3.jpg)
Training Industry Webinars
(800) 263-6317Tweeting? Please use these tags: @Sell_Integrity and #TIwebinars
For More Info/To Register/To Access Archive:
Search “Webinars” or “On Demand” at TrainingIndustry.com.
![Page 4: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/4.jpg)
Today’s Presenters
Steve deBree Lisa Bullock
![Page 5: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/5.jpg)
Business and Management Drivers for Success
“Myths” and Other Factors that Impact Managers’ Success
The Impact of The Law of Limited Performance – And How
to Solve
Shifting Management Mindsets and the Coaching Culture
– Critical Steps for Achieving Business Results
What You’ll Discover
![Page 6: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/6.jpg)
Bridging the Talent Gap
77% of senior executives surveyed said frontline managers are fundamental to achieving business goals.
Only 20% of senior executives believe frontline managers are capable of developing talent.
Harvard Business Review Services Report
![Page 7: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/7.jpg)
What challenges are we trying to solve?
POLL: Select top two Managing competitive pressures Challenged to do more with less Lacking accountability with low employee productivity Developing an engaged workforce Moving the needle on sales and/or business results
![Page 8: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/8.jpg)
HOW ARE MANAGERS RESPONDING TO BUSINESS
CHALLENGES?
![Page 9: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/9.jpg)
HOW ARE MANAGERS RESPONDING TO BUSINESS
CHALLENGES?
![Page 10: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/10.jpg)
POLL: Select top two
I turn up the heat, and they JUMP!
I’ll ask my high performers to step up, to help me hit goals.
My job is to take up the slack for low performers.
I tell them what they are doing wrong, it’s JUST not working!
My people have plateaued, they’ll never change.
Managers’ BeliefsCausing them to fall short
![Page 11: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/11.jpg)
My primary job is to run the business.
I don’thave time.
My job is to troubleshoot.
How am I going to get the real
work done if I’m out there coaching?
![Page 12: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/12.jpg)
Coaching isn’t a priority.
They don’t pay me to coach; I just
have to hit the numbers.
I can’t fit coaching into my schedule.
It isn’t going to impact my
success as a manager.
![Page 13: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/13.jpg)
It’s not part of our culture.
We coach once every year…
My leader doesn’t coach
me.
They either sink or swim in our company.
![Page 14: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/14.jpg)
Coaching is confrontational.
I don’t want to say
something I’ll regret.
There’s going to be a
looooong argument.
I hate getting pushback.
![Page 15: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/15.jpg)
Half of my employees have plateaued.
There’s really no hope for
improvement.
I’ve told them what
to do – what else can I
say?You get what you
get.
![Page 16: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/16.jpg)
Law of Limited PerformancePeople soon discover the level of performance managers will settle for and then gravitate to that level.
Managers then assume that’s all people are capable of achieving, so they accept it as fact and quit challenging them to get better.
So, both reinforce what the other believes.
![Page 17: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/17.jpg)
Where is it?
How do we tap into it?
![Page 18: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/18.jpg)
Three Dimensions
Creative/Unconscious
IAM
EmotionalIFEEL
IntellectualITHINK
![Page 19: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/19.jpg)
How We Form Beliefs
. .X
... ..
.
![Page 20: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/20.jpg)
How We Form Beliefs
.X
.... ..
.ActionsFeelings
BehaviorsAbilities
..
....
.
![Page 21: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/21.jpg)
How We Form Beliefs
. .X
... ..
.ActionsFeelings
BehaviorsAbilities ..
Performance tends to be consistent with the level of our inner beliefs.
![Page 22: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/22.jpg)
The Prime Directive of Coaching
..... ..
.ActionsFeelings
BehaviorsAbilities
.
...
.
...
.Coaching is improving
performance through building people and
continually developing their
potential.
![Page 23: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/23.jpg)
5 Steps for Breaking Through
1. Ask open ended questions.
2. Listen for perceived limitations and current belief boundaries.
3. Set incremental goals just beyond those boundaries.
4. Use praise to reinforce success.
5. Treat failure as learning.
![Page 24: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/24.jpg)
Shifting Management Focus
Support Employee Growth
and Success
Understand Employee Viewpoint and
Constraints
Develop Future Focused
Conversations
Create Employee Self Discovery
![Page 25: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/25.jpg)
Perspective Why? How?
Support Employee
Growth and Success
Increases engagement and bench strength
• Express a genuine desire to help the employee succeed• Ask open-ended questions on employee aspirations
Understand Employee
Viewpoint & Constraints
Identifies the root cause of
challenges, either business specific
or behavioral
• Create an environment of trust, without judgment• Ask open-ended questions regarding challenges• Use follow-up questions to uncover root causes
Develop Future
Focused Conversations
Develops a shared purpose of
delivering on goals and objectives
• Link employees’ actions with organizational goals• Look for future possibilities, versus “gotcha”
conversations • Ask questions that tap into employee creativity
Create Employee Self
Discovery
Ignites intrinsic motivation & new
solutions
• Ask employee to come up with their own solutions • Avoid jumping to telling them your solution• Flush out options and accountabilities with questions
![Page 26: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/26.jpg)
Shifting Management Mindsets
Employees will rise to meet your expectations of them.
From TowardsUnderstanding causes of employee behavior.
Seeking to understand what’s important to employees.
Stretching employee belief boundaries.
Limited belief in others.
Making assumptions about behavior.
Pushing your agenda.
Making assumptions about whether people
really change.
![Page 27: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/27.jpg)
What are your managers’ key coaching challenges?
POLL: Select top two Shifting their view of coaching Conducting conversations confidently and competently Creating an atmosphere of trust Making coaching a priority Believing in a greater number of their employees
![Page 28: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/28.jpg)
Coaching Pays Off!“Coaching-enabled firms achieve an 11% higher better team sales quota attainment, a 14% shorter average sales cycle, dropping turnover by 3%.”
Aberdeen Group: Let’s Make a Deal, Best-In-Class Coaching Can Shorten Your Sales Cycle
“In companies where both leaders and managers are perceived by employees to be effective, 72% of employees are engaged.”
Towers Watson: Global Workforce Study
“Organizations who effectively prepare managers to coach experience 130% stronger business results and 39% higher employee engagement and productivity… When coaching starts at the top, business results increase by an additional 21%.”
Bersin & Associates: High-Impact Performance Management: Maximizing Performance Coaching
![Page 29: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/29.jpg)
“The only way we grow as leaders is by stretching the limits of who we are—doing new things that make us uncomfortable but that teach us through direct experience who we want to become. Such growth doesn’t require a radical personality makeover. Small changes—in the way we carry ourselves, the way we communicate, the way we interact—often make a world of difference in how effectively we lead.”
HERMINIA IBARRA Cora Chaired Professor of Leadership and Learning
Professor of Organizational Behavior at INSEAD
![Page 30: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/30.jpg)
integritysolutions.com twitter.com/Sell_Integrity
linkedin.com/company/integrity-solutions-llc
slideshare.net/IntegritySolutionsTraining
More from Integrity Solutions“Our clients say…We become part of the way they do business.” Performance Improvement Solutions
Leadership and Coaching, Sales, Service, Communication Proven behavior change process
Addresses both skill and will issues of performance improvement
![Page 31: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/31.jpg)
Upcoming Webinars
For More Info/To Register/To Access Archive:Choose the Webinar tab at TrainingIndustry.com.
March 10: Transitioning From Sales Star to High-impact Sales ManagerMarch 17: Disrupting Development Centers: A New Approach
![Page 32: Next-level Coaching: Breaking the Law of Limited Performance](https://reader035.vdocuments.site/reader035/viewer/2022070520/58f0e4061a28ab85578b4653/html5/thumbnails/32.jpg)
Thank You!On behalf of TrainingIndustry.com, thanks to:Today’s speakers: Steve and LisaOur sponsor: Integrity SolutionsAnd…all of you for attending!
Questions or Comments? Please contact Amanda Longo:[email protected]
To reach Integrity Solutions:Please email us at [email protected]
ORCall us at (800) 646-8347