Structuring a Coaching Cadence Blueprint
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“Coaching is a type of leadership that involves asking questions to help others achieve their potential.” 2Proprietary And Confidential | Winning By Design™ STEP 1. Adopt a modern coaching mindset 1 Historic Style of Leadership Opinion-Based Modern Style of Leadership Lead by Example Emotional Qualitative Specific Intent over Execution That sounded awful. Judgmental feedback is often rejected. Your first reaction may not be the most helpful thing to share. You have low confidence. High-level descriptors are hard to interpret. Your speed of talking was faster than your client. Focus on the process first. Pick just one thing they can improve that will have the most impact. The goal of your opening was correct, but wordy. Humans are extremely perceptive to intent; focus on developing positive intent even if execution is slightly off. STEP 1. Use different coaching models to increase engagement The historic coaching model was based on the teacher/coach/leader having all the knowledge and information. Today, the information is on the internet, and the primary role of the coach is to guide the process. The 8 different coaching models: 2 Coaching 1 Training Coaching 2 Team Roleplay Coaching 3 Coached Roleplay Coaching 4 Peer-to-Peer Roleplay Explaining key concepts behind the exercise and what needs to be achieved. Roleplay situations where the coach is also included so the team can “figure it out together.” Let the team coach each other and ensure they focus on mastering the process. Set up your team to practice with each other using specific exercises; perform several sessions until the skill is mastered.
“It gives someone who is busy yet skillful the space to examine themselves and see their actions from a different perspective.” 2Proprietary And Confidential | Winning By Design™ STEP 1. Adopt a modern coaching mindset 1 Historic Style of Leadership Opinion-Based Modern Style of Leadership Lead by Example Emotional Qualitative Specific Intent over Execution That sounded awful. Judgmental feedback is often rejected. Your first reaction may not be the most helpful thing to share. You have low confidence. High-level descriptors are hard to interpret. Your speed of talking was faster than your client. Focus on the process first. Pick just one thing they can improve that will have the most impact. The goal of your opening was correct, but wordy. Humans are extremely perceptive to intent; focus on developing positive intent even if execution is slightly off. STEP 1. Use different coaching models to increase engagement The historic coaching model was based on the teacher/coach/leader having all the knowledge and information. Today, the information is on the internet, and the primary role of the coach is to guide the process. The 8 different coaching models: 2 Coaching 1 Training Coaching 2 Team Roleplay Coaching 3 Coached Roleplay Coaching 4 Peer-to-Peer Roleplay Explaining key concepts behind the exercise and what needs to be achieved. Roleplay situations where the coach is also included so the team can “figure it out together.” Let the team coach each other and ensure they focus on mastering the process. Set up your team to practice with each other using specific exercises; perform several sessions until the skill is mastered.
“They are often able to envision a new solution to an old problem.” 2Proprietary And Confidential | Winning By Design™ STEP 1. Adopt a modern coaching mindset 1 Historic Style of Leadership Opinion-Based Modern Style of Leadership Lead by Example Emotional Qualitative Specific Intent over Execution That sounded awful. Judgmental feedback is often rejected. Your first reaction may not be the most helpful thing to share. You have low confidence. High-level descriptors are hard to interpret. Your speed of talking was faster than your client. Focus on the process first. Pick just one thing they can improve that will have the most impact. The goal of your opening was correct, but wordy. Humans are extremely perceptive to intent; focus on developing positive intent even if execution is slightly off. STEP 1. Use different coaching models to increase engagement The historic coaching model was based on the teacher/coach/leader having all the knowledge and information. Today, the information is on the internet, and the primary role of the coach is to guide the process. The 8 different coaching models: 2 Coaching 1 Training Coaching 2 Team Roleplay Coaching 3 Coached Roleplay Coaching 4 Peer-to-Peer Roleplay Explaining key concepts behind the exercise and what needs to be achieved. Roleplay situations where the coach is also included so the team can “figure it out together.” Let the team coach each other and ensure they focus on mastering the process. Set up your team to practice with each other using specific exercises; perform several sessions until the skill is mastered.
“Begin by planning out what you’ll focus on during the coaching session.” 2Proprietary And Confidential | Winning By Design™ STEP 1. Adopt a modern coaching mindset 1 Historic Style of Leadership Opinion-Based Modern Style of Leadership Lead by Example Emotional Qualitative Specific Intent over Execution That sounded awful. Judgmental feedback is often rejected. Your first reaction may not be the most helpful thing to share. You have low confidence. High-level descriptors are hard to interpret. Your speed of talking was faster than your client. Focus on the process first. Pick just one thing they can improve that will have the most impact. The goal of your opening was correct, but wordy. Humans are extremely perceptive to intent; focus on developing positive intent even if execution is slightly off. STEP 1. Use different coaching models to increase engagement The historic coaching model was based on the teacher/coach/leader having all the knowledge and information. Today, the information is on the internet, and the primary role of the coach is to guide the process. The 8 different coaching models: 2 Coaching 1 Training Coaching 2 Team Roleplay Coaching 3 Coached Roleplay Coaching 4 Peer-to-Peer Roleplay Explaining key concepts behind the exercise and what needs to be achieved. Roleplay situations where the coach is also included so the team can “figure it out together.” Let the team coach each other and ensure they focus on mastering the process. Set up your team to practice with each other using specific exercises; perform several sessions until the skill is mastered.
“Showing you have prepared and have specific objectives in mind will show your team that they should also come prepared to maximize time and learning opportunities.” 2Proprietary And Confidential | Winning By Design™ STEP 1. Adopt a modern coaching mindset 1 Historic Style of Leadership Opinion-Based Modern Style of Leadership Lead by Example Emotional Qualitative Specific Intent over Execution That sounded awful. Judgmental feedback is often rejected. Your first reaction may not be the most helpful thing to share. You have low confidence. High-level descriptors are hard to interpret. Your speed of talking was faster than your client. Focus on the process first. Pick just one thing they can improve that will have the most impact. The goal of your opening was correct, but wordy. Humans are extremely perceptive to intent; focus on developing positive intent even if execution is slightly off. STEP 1. Use different coaching models to increase engagement The historic coaching model was based on the teacher/coach/leader having all the knowledge and information. Today, the information is on the internet, and the primary role of the coach is to guide the process. The 8 different coaching models: 2 Coaching 1 Training Coaching 2 Team Roleplay Coaching 3 Coached Roleplay Coaching 4 Peer-to-Peer Roleplay Explaining key concepts behind the exercise and what needs to be achieved. Roleplay situations where the coach is also included so the team can “figure it out together.” Let the team coach each other and ensure they focus on mastering the process. Set up your team to practice with each other using specific exercises; perform several sessions until the skill is mastered.
“Leaders set the tone for a positive culture.” 2Proprietary And Confidential | Winning By Design™ STEP 1. Adopt a modern coaching mindset 1 Historic Style of Leadership Opinion-Based Modern Style of Leadership Lead by Example Emotional Qualitative Specific Intent over Execution That sounded awful. Judgmental feedback is often rejected. Your first reaction may not be the most helpful thing to share. You have low confidence. High-level descriptors are hard to interpret. Your speed of talking was faster than your client. Focus on the process first. Pick just one thing they can improve that will have the most impact. The goal of your opening was correct, but wordy. Humans are extremely perceptive to intent; focus on developing positive intent even if execution is slightly off. STEP 1. Use different coaching models to increase engagement The historic coaching model was based on the teacher/coach/leader having all the knowledge and information. Today, the information is on the internet, and the primary role of the coach is to guide the process. The 8 different coaching models: 2 Coaching 1 Training Coaching 2 Team Roleplay Coaching 3 Coached Roleplay Coaching 4 Peer-to-Peer Roleplay Explaining key concepts behind the exercise and what needs to be achieved. Roleplay situations where the coach is also included so the team can “figure it out together.” Let the team coach each other and ensure they focus on mastering the process. Set up your team to practice with each other using specific exercises; perform several sessions until the skill is mastered.
1Proprietary And Confidential | Winning By Design™ Structuring a Coaching Cadence B L U E P R I N T . Leaders set the tone for a positive culture. The best leaders create a dynamic where their direct reports grow through self-reflection. Coaching is a type of leadership that involves asking questions to help others achieve their potential. Asking the right coaching questions creates a learning session. It gives someone who is busy yet skillful the space to examine themselves and see their actions from a different perspective. They are often able to envision a new solution to an old problem. Begin by planning out what you’ll focus on during the coaching session. Showing you have prepared and have specific objectives in mind will show your team that they should also come prepared to maximize time and learning opportunities. The goal of coaching is to identify: 1) Motivation 2) Skill level 3) Current developmental level and goals 4) Process to help achieve those goals This blueprint will teach you the four key steps to structuring a coaching cadence. “Give me six hours to chop down a tree, and I will spend the first four sharpening the axe.” ABRAHAM LINCOLN “Set up your team to practice with each other using specific exercises; perform several sessions until the skill is mastered.” 3Proprietary And Confidential | Winning By Design™ Coaching 5 Study Coaching 6 Simulate Coaching 7 1:1 Roleplay Coaching 8 Real-Time Coaching Provide a write-up on the materials to be tested, like WbD blueprints, but also TED videos. Study and test. Let the team listen to recordings of calls, critique, use a questionnaire, or have top-of-class reviews. Roleplay out a 1:1 situation; make small adjustments and improve one skill at a time. Coach during the call; control pace, do not overwhelm, and use a WbD real-time coaching card. Coaching models 1-4 above are all focused on group coaching, whereas coaching models 5-8 are one-on-one work. By implementing several coaching scenarios, your team will be able to optimize their mastery of skills by learning from mentors, peers, and deliberate practice. Not all learning needs to be manager-led. Make sure the team is set up for success to practice on their own and with peers. By teaching your team how to give feedback and leading by example, you will create a positive coaching culture that will exist even when you’re not in the room.
2Proprietary And Confidential | Winning By Design™ STEP 1. Adopt a modern coaching mindset 1 Historic Style of Leadership Opinion-Based Modern Style of Leadership Lead by Example Emotional Qualitative Specific Intent over Execution That sounded awful. Judgmental feedback is often rejected. Your first reaction may not be the most helpful thing to share. You have low confidence. High-level descriptors are hard to interpret. Your speed of talking was faster than your client. Focus on the process first. Pick just one thing they can improve that will have the most impact. The goal of your opening was correct, but wordy. Humans are extremely perceptive to intent; focus on developing positive intent even if execution is slightly off. STEP 1. Use different coaching models to increase engagement The historic coaching model was based on the teacher/coach/leader having all the knowledge and information. Today, the information is on the internet, and the primary role of the coach is to guide the process. The 8 different coaching models: 2 Coaching 1 Training Coaching 2 Team Roleplay Coaching 3 Coached Roleplay Coaching 4 Peer-to-Peer Roleplay Explaining key concepts behind the exercise and what needs to be achieved. Roleplay situations where the coach is also included so the team can “figure it out together.” Let the team coach each other and ensure they focus on mastering the process. Set up your team to practice with each other using specific exercises; perform several sessions until the skill is mastered. “Let the team listen to recordings of calls, critique, use a questionnaire, or have top-of-class reviews.” 4Proprietary And Confidential | Winning By Design™ STEP 1. Build a coaching schedule and apply the coaching models Repurpose some of your existing team meetings to try out new coaching meetings. Below is an example of how to leverage different types of meetings throughout the week. 3 MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY Team Coaching 30 mins Team/Peer Coaching 15-20 mins Lunch 1:1’s Homework 30 mins Client Call 30 mins High Impact Coaching 60 mins
4Proprietary And Confidential | Winning By Design™ STEP 1. Build a coaching schedule and apply the coaching models Repurpose some of your existing team meetings to try out new coaching meetings. Below is an example of how to leverage different types of meetings throughout the week. 3 MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY Team Coaching 30 mins Team/Peer Coaching 15-20 mins Lunch 1:1’s Homework 30 mins Client Call 30 mins High Impact Coaching 60 mins “With a strong understanding of your ideal time to sell, schedule your weekly meetings on a calendar for review and allocate sales rep tasks for peer-led coaching exercises.” 6Proprietary And Confidential | Winning By Design™ With a higher velocity team, consider a plan with shorter but more frequent meetings. An SDR making 20 calls a day will have lots of practice with customers to implement new skills. But a strategic AE with only one discovery call every two weeks may benefit from more infrequent but deeper case-study review sessions to help strategize. Conclusion Communication with your team is key to ensuring the success of any coaching/meeting cadence. Clearly identify the objectives, agenda, responsibilities, and expectations for each meeting. The effort of planning ahead and maximizing your training time will result in a more engaged team of salespeople that are able to help each other stay on target and grow together. WEEK 1 Pipeline update Business plan review Executive roll up WEEK 2 Skills development Call Review Pipeline update WEEK 3 Career growth Sales Coaching Call Review Pipeline update WEEK 4 Pipeline Review Skills development Call review Pipeline update WEEK 5 Pipeline review Business plan review WEEK 6 Skill development Call review Pipeline update WEEK 7 Career growth Sales Coaching Call Review Pipeline update WEEK 8 Pipeline Review Skills development Call review Pipeline update WEEK 9 Pipeline update Business plan review WEEK 10 Sales coaching High Impact Coaching Pipeline update WEEK 11 Career growth Sales Coaching Call Review Pipeline update WEEK 12 Pipeline Review Skills development Call review Pipeline update WEEK 13 Pipeline update Pipeline Review