Creating Better Leaders through Coaching

The Issue: Low morale and low sales productivity prompted the need for a leading wireless carrier to enhance leadership skills among its sales managers.

The Strategy: Enhance leadership and management skills through personalized coaching

The Solution: Thomas Ellis developed one-on-one coaching tool for managers seeking to improve their working relationship with team members. He used behavioral techniques to uncover personality and motivational drivers, and to determine the most effective way for managers to interact with each sales rep.

The information was used to teach sales managers the fundamentals of good management, including how to:

identify what motivates and drives employees;
relate to employees as individuals;
interactive effectively with employees based on their personality type;
recognize and reward high performance; and
give constructive criticism

The Outcome: Over a six-month period, sales managers had developed better working relationships with team members, which had a positive impact on the sales performance of each sales rep. In addition, marginal performers raised their level of sales from unacceptable to acceptable.

If you would like to learn more about Thomas Ellis’ success in developing coaching programs, contact EWC to arrange a free consultation.

Creating Better Leaders through Coaching