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Developing your coaching skills

Improve relationships and change behaviors

Ken Cheo

Developing a coaching culture is essential to remain competitive in today’s business environment. Leaders get what they coach to, not what they hope for. But like leadership, coaching is a learned skill that requires practice in giving and receiving feedback. Luckily, performance improves as fast as the feedback becomes actionable.

Expert Ken Cheo walks you through the Heart of Coaching model developed by Thomas Crane. Picking up where leadership leaves off, this model highlights the shared attitudes, beliefs, and values that guide the behaviors that develop trusting and collaborative relationships. Join in to learn why coaching is not incremental work—it's how you do your work.

What you'll learn-and how you can apply it

By the end of this live online course, you’ll understand:

  • The different elements of the coaching roadmap and how to apply them
  • How to apply coaching to drive results by improving relationships, changing behaviors, and changing beliefs
  • How coaching participants can set themselves up for future success

And you’ll be able to:

  • Apply the coaching process in any application
  • Know what elements to apply in different coaching situations
  • Change behavior
  • Improve relationships
  • Change attitudes and beliefs
  • Give and receive active feedback
  • Use coaching to solve problems
  • Use coaching elements on the fly

This training course is for you because...

  • You're in a supervisory role, and you need to improve performance, change behaviors, or improve working relationships while receiving active feedback.
  • You're in a managerial role, and you need to improve working relationships with your peer managers or your boss.

Prerequisites

About your instructor

  • Ken Cheo is the president and owner of Our Sales Coach, where he helps executives, managers, and select salespeople create an ideal client prospecting system to gain a strong market position and produce meetings with decision makers. Ken also helps his clients develop a scalable and repeatable sales process that ensures they aren't wasting time with people who don’t buy or buy from someone else, and trains and coaches teams so the changed behaviors become habitual and sustainable. Previously, Ken spent over 20 years in sales and sales management. Ken is a frequent speaker on a variety of sales- and marketing-related subjects.

Schedule

The timeframes are only estimates and may vary according to how the class is progressing

Introduction and current business challenges (20 minutes) - Group discussion: The current business challenges you're facing; how coaching will help

The business and human cases for coaching (10 minutes) - Lecture: The context around coaching; the difference between coaching and mentoring

Transformational coaching (10 minutes)

  • Lecture: Overview of transformational coaching
  • Break (10 minutes)

Problem solving (30 minutes)

  • Hands-on exercise: Use problem solving coaching
  • Group discussion: How to use problem solving coaching
  • Q&A

Coaching shorthand and feedback only (30 minutes)

  • Lecture: What is coaching shorthand?; how to use it
  • Hands-on exercise: Use coaching shorthand

Wrap-up and Q&A (10 minutes)