Client: National Sales Manager
Chemical Company (Coaching an Executive Who is Inflexible )
This leader was high energy and charismatic, the type of leader who could motivate individuals one-on-one or bring the entire team to a standing ovation at a national meeting. He had a reputation for supporting the sales force and fought hard to obtain necessary resources for his sales management team. The direct report group loved him. In order to grow (get promoted) into a position of greater responsibility, however, he needed to manage his internal relationships more effectively. Many of his peers and superiors saw him as hot-headed, opinionated, obstinate, and an ineffective team player. He needed to stay calm and focused under pressure and be more constructive in disagreements.
The coaching process included interviews with 22 key stakeholders (customers, direct reports, peers, team members, executives in the organization), personality instruments, and regular one-on-ones coupled with stakeholder visits. This leader gained an understanding of the importance of composure under stress and how that could be used to enhance his personal credibility throughout the organization. He developed listening skills and learned to step back and look at the big picture.
Testimonials From Peers One Year Later:
“I would definitely say he has become more effective as a team member.”
“He has made an effort to really listen and understand different points of view. His effectiveness (value) in team meetings has increased exponentially.”
“He has opened up the lines of communication. This time last year no one would bother to go talk to him about problems or issues involving the sales force. The thinking was that it wouldn’t do any good. He would simply defend his position. Now he seems more interested in doing what is best for the entire organization.”
“I’ve noticed his ability to look at the big picture and not just sales, sales, sales.”
“I used to dread going into meetings with him. He would rant and rave. I never thought I would say this, but now he is actually constructive. He presents his ideas professionally, listens to others who have different opinions, and even compromises. The coaching he received made a visible difference.”