The Coaching Effect : What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth by Bill Eckstrom and Sarah Wirth

“The Coaching Effect” by Bill Eckstrom and Sarah Wirth is a book that delves into the power of coaching in the workplace. The book provides insights into how leaders can use coaching to increase sales, enhance performance, and sustain growth. The authors draw on their real-life examples, research studies, and personal anecdotes to promote the benefits of coaching. Some of the key takeaways from the book are:

Lesson 1: Coaching is now a critical leadership skill – Growing not Telling

From the modern workplace and modern millennial generation coaching is a critical leadership skill that helps leaders develop their team members’ potential, which, in turn, drives organizational growth. The classic manager was seen as a general issuing orders to the troops.These orders were to be obeyed without question.

In the modern workplace the ‘troops’ have access to incredibly powerful tools of communication that require their skills of communication, imagination and collaboration to deliver results. These troops have access to the critical information that the managers need to solve problems and find new opportunities. 

As a result managers will reap great results moving to coaching, skill growing and less telling employees what to do. Creating  a culture of learning, sharing  and development, which leads to higher morale, increased productivity, and better business outcomes.

Lesson 2: Feedback not complaining 

Two way feedback is an essential component of coaching. Leaders first need to listen and then  provide feedback that is specific, timely, and actionable to help employees improve their performance. Traditional managers who intervene to fire, fight and fix problems by criticizing their employees will just result in employees hiding issues and not engaging. 

The authors recommend using the “5:1 ratio” of positive to negative feedback, which means providing five positive comments for every negative one. This approach can help build trust and confidence with employees and increase their receptiveness to coaching.

Lesson 3: Coaching requires a growth mindset

Successful athletes worry less about winning races and more performing at their personal best. Improving each training session and each season. The coach has a strong role in believing that the athlete can improve and uses experience to guide what elements to work on next. 

According to the authors, coaching requires a growth mindset. Leaders who have a growth mindset are more likely to embrace challenges, learn from failures, and persist in the face of setbacks. The authors note that leaders who model a growth mindset can inspire their team members to adopt a similar approach, which can lead to a more resilient and adaptable team.

Lesson 4: Coaching should be tailored to individual needs

Every employee has unique strengths, weaknesses, and learning styles, and coaching should be customized accordingly. Leaders who take the time to understand their team members’ individual needs can provide more effective coaching and help them reach their full potential. While the traditional manager may focus on criticizing faults, the coach will focus on the raw talent of the employee and how that can be grown to achieve the best outcomes. 

Lesson 5: Coaching requires ongoing commitment

Finally, the authors note that coaching requires ongoing commitment. Coaching is not a one-time event but rather a continuous process of development and growth. Leaders who commit to coaching their team members on an ongoing basis can create a culture of learning and development that can drive long-term success.

“The Coaching Effect” is a timely book that highlights the importance of coaching in the workplace. The key lessons from the book include the critical nature of coaching as a leadership skill, the need for feedback, the importance of a growth mindset, the need to tailor coaching to individual needs, and the requirement for ongoing commitment. 

It’s also time for managers to accept their own need for coaching as part of their daily routine. 

Together with these lessons, leaders can help their team

• Create a positive growth oriented atmosphere 

• Allow team members to reach their full potential

This naturally leads to increased sales, enhanced performance, and sustained growth.