Coaching for Commitment: Achieving Superior Performance from Individuals and Teams

Coaching as a Strategy for Improving Performance "Sustained superior performance occurs, most of all, because people are committed to do their level best all of the time. Coaching is a proven strategy for building such commitment. This book is about coaching and is based on a combined total of over forty years of coaching experience, researching and writing about coaching, and teaching the value and skills of coaching to others. It describes coaching as a strategy for improving performance that has special utility in today's climate of intense competitiveness for total customer satisfaction, continuous improvement, and the drive to deliver products and services 100 percent perfect 100 percent of the time. It also describes coaching as a function of helping people discover new and creative solutions to complex and difficult situations, while becoming more committed to taking action." —From the Introduction

ACKNOWLEDGMENTS xi PREFACE xv INTRODUCTION 1 1. COACHING FOR COMMITMENT 7 Successful Coaching: A Working Definition 7 Coaching Works 9 The Meaning of Commitment 10 Building Commitment Through Coaching 13 Coaching for Commitment 21 Coaching Moment 21 Chapter Summary 22 2. THE COACH ROLE 23 Role Distinctions—What and How 24 Shift Happens! 27 Coach Role 37 Coaching Moment 52 Chapter Summary 53 3. THE COACHING PROCESS 57 Coaching Prism 59 Putting the Pieces Together 61 Coaching Moment 62 Chapter Summary 63 4. TRUST 65 Establishing and Maintaining Trust 65 Coaching Moment 74 Chapter Summary 75 5. THE INDICOM COACHING MODEL 77 InDiCom Coaching Model Stage I: Involve 80 InDiCom Coaching Model Stage II: Discover 85 InDiCom Coaching Model Stage III: Commit 92 Interdependent Stages 101 Coaching Moment 102 Chapter Summary 103 6. CLEAR COACHING SKILLS 105 Challenge 107 Listen 116 Encourage 124 Ask 132 Refine 137 Coaching Moment 147 Chapter Summary 147 7. PLAN TO COACH 149 Performance Coaching 150 Documentation 162 Note–Taking 162 Coaching Channels 163 Coaching Tools 166 Coaching Moment 167 Chapter Summary 168 8. THE COMPLETE COACHING CONVERSATION 169 General Coaching—PBC’s Why 170 Performance Coaching—Coach’s Why 179 Coaching Moments 187 Coaching by Email 190 Coaching Moment 196 Chapter Summary 196 9. CREATING A COACHING FOR COMMITMENT CULTURE 197 What Does a Coaching for Commitment Culture Look Like? 198 Create a Value Proposition for Coaching 200 How to Create a Coaching for Commitment Culture 201 Gaining Commitment to a Coaching for Commitment Culture 206 Coaching Moment 211 Chapter Summary 211 FINAL NOTE 213 APPENDIX A: THIRTY–FIVE COACHING QUESTIONS 215 APPENDIX B: TWENTY REALITY CHECKS 219 APPENDIX C: TWENTY VALIDATE AND CELEBRATE 221 STATEMENTS APPENDIX D: YOUR PERSONAL COACHING FOR 223 COMMITMENT PLAN APPENDIX E: EVALUATING YOUR COACHING 227 REFERENCES 233 INDEX 235 ABOUT THE AUTHORS 243