Pooja Kumar is the Director, Sales Enablement & Organisational Culture - Asia Pacific, Business Development Group at Oracle.  Pooja joined The Collaborator to discuss two sales coaching program they launched and the impact of focusing on individual goals.

Critical lessons to pull from this conversation, amongst others, included:

1️⃣There is a lot of research in the market showing the positive benefits of structured coaching.  As you make your case for formalizing coaching, use this research, come to the executive team with options, and get their buy-in and support.

2️⃣ Shadow Coaching was one of the programs -- listening in and advising sales managers on their leadership conversations.  One of the outcomes?  Longer employee tenures.

3️⃣Peak Performance Coaching, the other program, started by identifying high-potential employees with leadership capabilities.  The goal?  To build the next round of organization leaders, a start towards succession planning.

Pooja used a co-active training approach built upon key principles including:

• The employee, the person being coached, created the agenda and focus for every coaching conversation.  It was about them, their goals, not the business, and generally focused on personal goals instead of business goals.
• The coach was fully present, listening and helping the employee with their goals, no hidden business objectives.

There is a ton of insight in here, thanks Pooja!

Give a listen and remain curious!

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