How to develop a Coaching Culture and Improve Productivity

Join Winning by Design CEO Jacco van der Kooij in discussing how a coaching culture can improve a company's overall productivity.

Jacco emphasizes how essential new approaches and innovations to sales, marketing and customer success are to growth. At the core of this philosophy is implementing a coaching culture throughout all revenue processes.

This coaching culture highlights the difference between activity and productivity. As a business grows, it sometimes shifts from a productive output to simply an active one. Companies view activity as volume, like converted leads, deal closings, overall customer count or monthly revenue. In this video, Jacco discusses the idea of rewarding workers for productivity rather than just activity. The three specific keys that unlock productivity are being active, having the knowledge to perform a job, and doing the job right.

For companies losing touch with their productivity, a coaching culture is often the missing element. But many managers are not coaches. Sometimes managers depend on figures, calculations and reports of the output of their employees rather than focusing on how well those same employees are performing their jobs.

This is not the same as coaching, where managers coach their team members on how to improve their effectiveness and impact. A critical element to successful coaching is having the skill set to do the job right — the second and third keys to productivity. That's why coaching shouldn't be left strictly to the managers; if an employee has a strength in a particular area, they should share their gift with the other employees - taking the form of peer coaching.

Employees sharing their knowledge results in coaching throughout the entire organization. However, it's up to the managers to implement ways to allow the coaching, like setting aside times for practice sessions or workshops. The four most essential principles in successful coaching implementation are utilizing a peer-based system, permitting the training to happen, encouraging iteration and allowing mistakes.

To learn more about building growth frameworks into your business, visit our website.

Timestamps:
[0:00] Getting started
[2:48] Difference between activity and productivity
[8:26] Shifting from being active to being productive
[9:39] Definition of productivity
[10:53] Three keys to unlocking productivity
[13:07] Introduction of coaching culture
[15:30] Enabling a coaching environment
[17:49] Creating a micro-task blueprint
[20:46] The importance of peer-to-peer feedback
[22:33] Four key principles of coaching implementation

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