Leadership Coaching
What are the benefits of leadership coaching?
Whether addressing improvement opportunities from a leadership or culture survey, building expertise in newly acquired skills, or implementing a strategic plan or initiative, leaders at all levels of an organization can benefit from ADI’s leadership coaching. ADI consultants are leadership behavior experts. We know how to motivate and shape meaningful leadership behaviors in way that ensures the psychological safety of the leaders. Our coaching process provides positive accountability for change while refining leadership skills and the leaders’ impact on others and business results.
How does ADI coach leaders?
ADI uses a structured individual and group coaching methodology to optimize the impact leaders have on the performance of those in their influence. The intention is to convert survey feedback, key concepts from leadership training, and behavioral roadmap behaviors into leadership practices. We then help leaders turn those practices into more effective habits. The coaching support involves guiding correct practice, providing real-time feedback on direct observations, and facilitating positive accountability or coaching debrief sessions. Those sessions produce specific best practices to integrate the technology into daily management processes.
Executive Coaching
What are the benefits of executive coaching?
From strategy to policy decisions to face-to-face interactions, executives influence organizational behavior in significant ways. Each interaction executives have with employees, and every decision they make, has the potential to influence overall performance and organizational culture. Given the weight of an executive’s words and actions, understanding the potential impact of those words and actions is an essential skill. This often requires coaching from experts fluent in the nuances of human performance.
With helpful, honest feedback on the impact of their own behavior, executives can accelerate improvement and business results. An investment in ADI’s executive coaching is an investment in business success.
How does ADI coach executives?
ADI coaches work closely with executives through observation and by providing direct, helpful feedback. We facilitate the executives’ understanding of the short and long-term behavioral impact of their actions and decisions. Our coaching sets the stage for immediate refinement of their leadership skills.
ADI’s executive coaching partnership begins with 360° surveys and interviews to understand the executive’s current leadership style and impact. This process includes the executive’s self-assessment and previous feedback received. Next, our executive coaches create a relationship map to define the executive’s most critical business relationships. These include those that require the most improvement as well as new spheres of influence they should nurture. We then work with the executives to identify high-impact behaviors that will have significant positive impact on their influence and impact. We also provide on-demand troubleshooting and advice based on the executive’s immediate priorities.
Sales Coaching
What are the benefits of coaching sales leaders?
Whether you are challenged with motivating an outside sales force, retail bankers, or call center representatives, ADI can help. Our science-based coaching process is ideal for organizations interested in:
- clarifying performance expectations,
- shaping consistency in sales behaviors that matter,
- providing sales coaching that helps build up the salesforce, not tear them down through fault-finding,
- motivating their salesforce,
- increasing performance standards,
- ensuring that sales are achieved in the right way,
- reducing variability in how customer relationships are established and maintained,
- improving collaboration and engaging sales teams, and
- retaining their best performers.
How does ADI coach sales leaders?
Sales leaders often spend too much time and effort dealing with poor performers and reacting to ups and downs in sales results by finding fault and casting blame. They do this at the expense of their average and exemplary performers who have the most to gain from proactive sales coaching. Just as pre-call planning is critical for sales representatives, it is also critical for sales leaders. Sales reps should not be asking themselves, “I wonder what am I going to get coached on today?” To be effective coaches, sales leaders need to identify the critical behaviors that a sales representative needs to start doing, stop doing, and/or do differently to be successful. Those behaviors become the focus of ADI’s coaching plan discussed with the sales rep and shaped during coaching sessions. This precision in coaching is essential for building meaningful sales habits.
We also help them put their sales team in touch with customer responses that are leading indicators of a sale. These customer responses alert the salesperson that progress is being made and help reinforce persistence in building the client relationship.
ADI works with sales leaders to build their fluency in…
analyzing performance issues from a behavioral perspective,
objectively defining and evaluating their expectations,
providing real-time performance coaching, and
using positive reinforcement to shape key behaviors.
Leaders improve the quality and frequency of their coaching. They do this in a way that is specific, direct, and helpful. This builds a relationship with their sales team based on trust and mutual respect. Your sales leaders will spend more of their time proactively doing what it takes to develop their sales force and achieve and sustain your business goals. And they will do it in a way that improves your culture.
Read Precision Selling to learn more about coaching sales leaders.
