Coaching: an old ritual gains momentum

Could you use personal coaching? Answer: Only if you want to take your personal success to the next level.

Personal coaching is not a new art form. Kings, queens, nobles (people) and young warrior heroes had some kind of trainers in ages past. Sometimes they were called by different names such as: Diviners, Magicians, Mentors, Maidens and Masters. The concept of assimilating the wisdom of an experienced mentor and coach has been recorded since Genesis; elders in the Temple. Even fictional heroes had trainers. Luke Skywalker had Obi Wan Kanobi, Batman had Albert. Those who embraced the wisdom of the ages from their coaches achieved higher positions more quickly in life.

What is it about trainers that makes them so desirable? Coaches have a resource for the practical wisdom we need when making tough decisions. Not necessarily any magic. They just have a way of stepping back and viewing the situation as if they were watching an instant replay or viewing the situation from afar. They have an extraordinary talent for putting the obvious together, in a logical order so that all the smoke clears from the current situation.

Trainers do this by having you recognize and respond to difficult questions. Those are the questions you avoid or are afraid to ask yourself. It’s often too uncomfortable a reality check for you to do on your own.

give and serve

Once a personal trainer is hired, assigned or appointed, their primary role is to give and serve. If your trainer is not dedicated to improving your success, start looking for another. The best trainers receive little praise and attention. They provide guidance and support behind the scenes and don’t try to take credit or steal the spotlight from the coach. That is not its function.

You can’t train as a coach

I am not aware of any classes you can take that will make you a great trainer upon graduation. See, you can’t teach wisdom. That can only be acquired from experience and using that special talent given by God; really care about the person they are coaching. That’s not to say there isn’t a session in the education world that can’t teach you better listening skills or more effective questioning techniques. These are necessary tools for an excellent workout. It is analogous to training a great chef. You can teach the correct temperatures, the right pots to use, and the recipes, but we all know that great chefs have something special. Their love for flavors and pleasing other people is what makes them great. It’s similar with trainers. Great coaches love to unravel challenging situations and have an affinity for helping other people.

Executive Coaching

You might think that coaching is for the little one, the new recruit, or the employee who needs special help. Certainly those people are candidates for coaching. However, the most exciting training takes place at the top. The best quarterbacks who lead Super Bowl teams have strong personal relationships with their coaches. A special understanding. The coach knows what makes that quarterback tick. He understands his talents, the team skills he has to work with, the emotional side of him, what motivates and demotivates him, etc.

The same applies to coaching business executives. When I worked with some of the major corporations in St. Louis (Divisions of Anheuser Busch, Ralston, TWA, etc.), I had the pleasure of training some of the executives. The challenges they face and the ramifications of the results affect many people. The coaching that takes place at this level is the most enjoyable and rewarding as a coach.

That being said, the satisfaction that comes from training an individual salesperson is a unique experience. Watching from the sidelines as your client accelerates their sales success (39%, then 50%, then 100%) provides a special warmth and pride. It’s like a father watching his son succeed as an independent person with her own special talents, knowing that he has been a part of the shaping process.

take the decisive step

If you’re serious about taking your career to the next level in ’99. Find a great coach, but only if he’s ready for a reality check. This will often be an uncomfortable ride.

For more information on strategic management, sales training, or executive training, contact Dave Fischer at (646) 790-5800 or visit his website at http://www.chartwellseventeen.sandler.com