KPI_外企高绩效教练

单击此处编辑母版标题样式,*,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,Welcome to this Workshop on,“,Coaching For High Performance”in the New Millennium,1,What do you know about “Coaching”?,Me, the Manager,What kind of manager am I?,Coaching - What does it mean?,Core Caching Skill - Asking Questions,G,R,O,W,- The Tool of Coaching,G,- Goal Setting,R - Reality Check,O,- Options,W,- What, When, Who and Will,Role Play - You are the Coach,Agenda Of The Workshop,2,Lets Brainstorm,Please write down,what you know,about,“Coaching”,3,The Manager as Coach,Coaching,in Action,Learner,Coach,Organisational Factors,The Coaching Relationship,Coaching,For High,Performance,In The New Millennium,4,What kind of Manager am,I,?,does as much as possible himself,focuses on tasks rather than people,delegates work,focuses on people rather than tasks,Please chose (,),:,A Doer,A Developer,5,Reasons for being,Doer,(1),Traditional Manager Concept,The traditional concept of management:,managing = Giving Orders,managing = controlling,managing = solving problems yourself,Most managers do rather belong to the group of “Doers”. Reasons are as follows:,6,Reasons for being,Doer,(2),Internal / Personal reasons,Trust,Risk,Control,Satisfaction,7,Time,Skills,Reasons for being,a Doer,(3),Time and Skills,There are two main reasons, why they Do so:,8,Is 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 significant benefit to be gained in terms of:,9,Do 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.”,Yes,No,Please chose (,),:,10,What Coaching can do?,to help you to get a (better) developer.,to narrow the gap between performance and potential of your staff.,The most important aim of coaching is:,Improve Performance,Coaching is an important tool:,11,Definition Of Coaching,Coaching is helping,people to develop,and perform to their,highest potential .,Coaching,For High,Performance,In The New Millennium,12,Why Coach? What does it mean to ?,To help someone to change their behavior in a way that they will be able to sustain, because it enables them to build on what they already know and do,A response to to be leaner, flatter, faster, better etc,As standards keep rising , managing to improve performance is the key to profitability and to achieving your business goals in an increasingly competitive world,Coaching,For High,Performance,In The New Millennium,13,Section,Core Skill of Coaching,Coaching,For High,Performance,In The New Millennium,14,Questions?,Please write down,when,and,why,you,use,questions,.,15,Why Ask Questions?,NOT,TO GET INFORMATION FOR THE QUESTIONER,BUT,TO DEVELOP THE LEARNERS,AWARENESS,TO SHARPEN THE LEARNERS,FOCUS,TO STIMULATE LEARNERS,RESPONSIBILITY,TO HELP THE LEARNER FIND THEIR OWN ANSWERS,TO GET LEARNER TO TAKE OWNERSHIP OF THE PROCESS,16,Coaching: the art of asking questions,Spontaneous,Raising coachees awareness,Open Questions,17,When,and,What,can you coach?,You can coach in basically every situation,You can coach yourself and/or your employees,Some opportunities for coaching,making a plan or decision,solving a problem,meetings with staff,problematic relations between employees,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 quick help and information. Overdoing it will not help.,18,As We Go Along,Keep Thinking About One,of Your Associates and Any Related Live,Coaching Issues,for Real Role Play Later On,Remember!,19, GROW Model,20,G,R,O,W,- Asking,W,hat questions,W,hen and,W,hat for,G,Goal setting (mid- and long-term),R,Reality Check - clarify the current situation,O,Options: discussing and settling on alternatives / ways / actions to reach the goal,W,What? When? Who? Will? What should be done? When by whom and does the will exist to do it?,G,R,O,W,21,G,R,O,W,- Some hints for asking the,right questions (1),THE FOLLOWING HINTS MAY HELP YOU TO SUCCEED,Its about - helping ,NOT telling,Its about - letting it out ,NOT hammering,it in,Its about - unlocking peoples potentials,Its about - helping someone to get the best performance out of themselves,Its 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 coachee,G,R,O,W,22,Follow the train of thought of the coachee,Pay attention to the answers,Questions must be spontaneous,Show real interest in the case of the coachee,Understand, Summarise and take notes,Dont try to solve all the problems in one session,G,R,O,W,G,R,O,W,- Some hints for asking the,right questions (2),23,G,ROW,:,G,oal 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 them factors matter, which you,CANNOT,control, e.g.:,performance of competitors / corporate level,helpful relations of competitors for the Chief Rep. Position / personal level,A long-term goal is desirable,:,Having one is motivating. It can be the inspiration for our mid-term / performance related goals.,Types of Goals: Long-Term and Mid-Term (1),G,R,O,W,24,G,ROW:,G,oal 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 test,our group sells 10,000 more packages of medicine X by next month,I 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 circles,improve marketing activities / employ more sales personnel,training,A mid-term / performance related goal is necessary:,to do your work and to bring us closer to the long-term goal,Types of Goals: Long-Term and Mid-Term (2),G,R,O,W,25,G,ROW:,G,oal Setting:,How to set a,Goal?,SMART stands for:,S,Specific,M,Measurable,A,Achievable,R,Realistic,T,Time-bound,How to set a Goal? Be,SMART!,G,R,O,W,26,G,ROW:,G,oal Setting:,SMART questions to help the coachee set a Goal,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.,Some goals may have to be adjusted or changed, if the next step, the reality check shows that the goal is not realistic or solvable!,G,R,O,W,27,G,R,OW:,R,eality Check,A: “I have a longstanding problem.”,B: “What have you done so far?”,Raising awareness,Why this step?,G,R,O,W,28,G,R,OW:,R,eality Check:,Questions to,help the coachee check reality,Generally 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.,G,R,O,W,29,GR,O,W:,O,ptions Check,Encourage,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.,G,R,O,W,30,GR,O,W:,O,ptions Check,Dont hide it,. 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 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?,G,R,O,W,31,GR,O,W:,O,ptions Check,Step 1: Let the coachee note down ALL options,an Option List.,Step 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 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?,G,R,O,W,32,GR,O,W:,O,ptions Check:,Q,uestions to help the coachee find the a wide variety of options,Do not hide your suggestions: say: I have a suggestion. Do not try to direct the coachee to accept your suggestion through your questions,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.,G,R,O,W,33,GRO,W,:,W,hat?,W,hen?,W,ho?,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 AIM IS: Sent them out with a clear plan of what to do and when,G,R,O,W,34,GRO,W,:,W,ill?,Answering the “,W,ill?” 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 coachee is unsure,he/she should be motivated to cross out some things on the plan,Or 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 is your role - Get a commitment,G,R,O,W,35,GRO,W,:,W,hat?,W,hen?,W,ho?,W,ill?,Questions to help the coachee realise his plan,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.,G,R,O,W,36,G,R,O,W,- The best questions,for each step,G,R,O,W,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.,37,G,R,O,W,- Follow up: important,task for the manager,Going out of your office after a coaching 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 the 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:,G,R,O,W,38,The Review Cycle,( on Kolbs learning cycle),The incident,What does this tell me -,any patterns or links?,What do I need,to do differently,next time?,What happened?,What helped?,What hindered?,39,Lets Brainstorm,Please write down,what skills,a good,coach needs?,40,Now lets do it !,Lets divide in group of fourand Get Hands On Experience,Coaching Situations,Person “1”,Coach,Person “2”,Coachee,Person “3”,Main Observer,Feedback,Role,Person “4”,Supporting,Observe,& Timer,Observation,Missed,Observation,Rules,:,Coaching Time: 10 mins,Feedback time: 20 mins,Roles Change, exercise repeated until,everyone has played the Coach,41,Lets Brainstorm,Q.,What are the Coaching Traps ?,42,Possible,traps,when,Coaching,The Coach,imposing your solutions,assuming they learn like you,assigning tasks, but not having a Learning Review,taking back work which you have given to the Learner,not giving them adequate resources,not listening to their ideas,punishing their mistakes,Taking monkeys from others,43,Q.,Why take,other peoples,Monkey ?,44,Why Take Other Peoples Monkeys?,I dont trust them,Delegation is risky,I can do it faster,I like playing with monkeys,I want to show how good I am,I like “Helping” people,45,