Customized Executive Coaching by Feedback and One-on-One Consultation
The Business Issue: Bright Senior VP antagonizes the field force by displaying condescending, arrogant and argumentative behaviors. At national Sales meetings, the constant perception is that he is not a team player. Despite the people issues, however, he is a brilliant technical asset to the organization. The VP of HR in conjunction with the COO engage Basil Rouskas Associates, Inc. as a Coaching resource.
The Intervention: Ten field professionals and their supervisors are interviewed. Each one in a 10 minute telephone interview provides feedback data about the SVP's behaviors. The Coach presents the feedback data to the SVP and facilitates ownership. The core beliefs of the SVP are that he is the only defense of the company, against a wave of aggressive sales people giving the store away. Additionally, his military background and previous experience has given him managerial models that are badly outdated.
In two 2 hr. coaching meetings the SVP buys in to his need for change. We present and train him in three new models of new behavior. Additionally, behavioral logs in the problem areas are kept and debriefed in telephone consultations, since the executive and the coach live in different cities.
The Outcome: Within five weeks the perception of the SVP by the field force has dramatically changed. His opinions are welcome and several new directions of sales approaches are pursued fort the first time. The COO and the SVP of HR receive unsolicited comments about the dramatic improvement of the SVP.
If you are interested in learning more about our practical, effective and results-oriented Executive Coaching Programs, please call Basil Rouskas at Basil Rouskas Associates, Inc.: 732-560-8811.
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