Articles & Blogs

What are Corporates really looking for in Executive Coaches?

Well, I thought - why not ask them? At the end of February I facilitated a panel Q[&]A session in my role as Guildford Area Coordinator of the European Mentoring and Coaching Council. On the panel were heads of HR, Learning and Development and Organisational Development from 3 multinationals based in and around the Guildford area. So, what are these buyers of coaching looking for? The key requirements seemed to me to be twofold – quality assurance and value for money.

Read More

Get rid of the Mayonnaise!

We need to talk. These words often trigger anxiety, whether at home or at work. In fact, for many, announcing feedback is right behind the dentist and tax return in terms of popularity. As coaches, we know good ways to counter this discomfort: Using the classic sandwich approach or the burger-method, where feedback is constructively wrapped between two or more layers of praise, recognition and mayonnaise. These methods are particularly effective when it comes to correcting errors on a factual level. However, if the focus of the feedback is on emotions or a sustainable change in behaviour, traditional feedback does not seem to be sufficient. If real change, if more creativity and personal responsibility are to be encouraged, feedback should not be improved, but be based on completely different basic assumptions. The first basic assumption that needs to be reconsidered is that the person giving feedback knows better what should have been done or said.

Read More

Are You Successful? How Do You Know?

Nothing seems to be easier to answer than the question if you are successful. But the moment you start thinking about it, questions come up like “am I really successful?”, “what does successful mean?” or “successful in relationship to what?”. In a recent study with over 200 managers from all over the world I asked the question “What does long-lasting professional success mean for you?” I wanted to find out which ingredients are widely accepted in the recipe for success.

Read More

From individual maverick sales to high-performing teams

Are Sales people coachable at all?

While B2C sales are very often product driven, focusing on the large consumer target market and maximizing the value of one single transaction, B2B sales are relationship based, very often with a very focused target market and aiming to maximize the long-term relationship value. While B2C relies to a great extent on the image created through marketing and tries to trigger an emotional buying decision, B2B sales are - at least on the face of it -characterized by rational buying decisions based on business value.

Read More