Reverse Engineered Coaching: A New Approach to Leadership Development

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Episode Transcript

Speaker 1 (00:01):
Welcome to Reverse Engineered Coaching, part 2.
I think about coaching and I'mlooking at it probably for the
first time in years reallydifferently.
You know, I was talking to agood friend of mine, a great
sales expert nationwide, mikeCarroll from Intelligent
Conversations, and I was tellinghim of this discovery.

(00:23):
And we call them coachingbadges, and a badge is where you
complete a conversation.
Okay, and I think about what wedo from a linear standpoint.
You know, hopefully we trainpeople on a good coaching
methodology, we practice thatconversation and then we send
them out in the field and wekind of wonder, are they
coaching?

(00:43):
And many companies will saythings like well, we really want
to know, or we wanted someoneto sit there and observe.
I think we have to be verycareful that we're getting
authentic conversations.
I'll be candid.
I have no problem role playingin front of a group.
I've been doing this 32 yearsIf someone wants to observe me.
Not uncomfortable, yet I willtell you.

(01:06):
I will tell you it does changethe dynamic and I once had
someone oh, can I just sit inand see you, coach?
I said sure, and he interjectedand I looked at him and I
kicked him out of the roomBecause it wasn't fair to the
person that I was coaching.
We weren't there for hisbenefit, we were there for the

(01:30):
person being coached's benefit,and so it is a dynamic shift.
So my friend Mike and I wereexchanging some messages about
this methodology, about reverseengineered coaching, detailing
what do we want to know.
I want to share something withyou.
I ended up chatting with afriend over the weekend who's in
sales and I said you know, whenyou go out and you have things

(01:51):
that you want to know about yourprospects or your customers,
what specifically do you need toknow in terms of the
information you need to collect?
I want to literally read thisto you.
This is exactly what he said.
I wrote it down.
We were on a Zoom call and hesaid well, what I try to do when
I meet with prospects is letthem know that they can trust me

(02:14):
.
And I'm like, oh my gosh, he'sgoing out there with a personal,
very linear agenda.
I said, no, no, no, no.
What's the information you wantto know?
He said well, it depends, itdoesn't everybody.
I said, wow, this is reallyinteresting, he goes well.
What do you want to know?

(02:35):
I said I want to know.
Number one do you have acoaching program?
Number two how are youmeasuring it?
Number three how often are youpracticing?
Number four do you have ratingsof your leaders who are
coaching?
And he looked at me and he said, wow, that's really interesting
.
I've never thought of it thisway, which I was astonished.
Now, I've always said sales andcoaching parallel each other.

(03:01):
They do, they run side by sidewith each other.
I really believe that.
But isn't that interesting?
Isn't that interesting?
So our objective when we'recoaching someone for career
development, isn't our objectiveto find out what do you want to
do with your career?
And, in terms of a motivationconversation, don't we want to
find out what specificallymotivates them and what are the
milestones they see they need toachieve to do that?

(03:22):
If we're coaching someone tohandle, let's say, as Mike and I
were talking about salesobjections, don't we want to
know what sales objections yougot and what the next steps are
and how you handled them andwhat's your comfort level with
those objections and what do youperceive the buyer, the
prospect's reaction to yourreaction on those objections to

(03:43):
be?
What I think we have to do isitemize what do we want to know
and then prompt people to taketime to develop questions to go
get that information.
Reverse engineered coaching isreally reversing things, saying

(04:03):
you know what?
Here's the information we needto know.
Let's craft some really goodcoaching questions to get there.
What we've been doing is sayinghere are some great coaching
questions, go apply them.
And we kind of wonder if it'sworking.
Welcome to reverse engineeredcoaching.
Part two.