Play them or Release them - Coaching Winning Results

BY Mike Foti

Business is not a game! Why do I say that? You don't pay bills with Monopoly money. The only way I've found people and suppliers want to be paid are in ways that don't bounce and turn into cold, hard cash. So why should you read an article about "players" and "coaching" when it's all about the money? Simple answer - your "players," your people are the ones responsible to deliver the results, the strategies, and even to provide the spice, the flavor of your company that either gets customers to give your company money- or doesn't! Your people can and will deliver better results if and only if you are effectively coaching the right players, in the right positions, at the right time. Are your looking to increase your sales and profits to move your game to the next level? If so, read on and learn how to coach for winning results.

1. Ask: "What kind of coach am I?"

Have you ever seen "good players" play under a new coach and suddenly achieve the championship results of "great players" (example - Ohio State football team in 2002-2003 with Coach Jim Tressell - note: yes I am a Buckeyes fan!)? What's different about this new coach? How has he elevated the performance of his players from good to great? Examine the following characteristics of great coaches and reflect on your coaching and leadership performance:

Top-Notch Coaches:

1. Hit the right spot on the coaching scale - Think of coaching effectiveness as a continuum. On the left side - the "Nice Coach." They are well liked, fun to be around, but their team is undisciplined, lacking in accountability, and therefore doesn't deliver superior results on the field. On the right side is the domineering, controlling, "it's my way or the highway," poor-listening coach - affectionately called (behind their back) "The Jerk." The right spot, in the center of the scale, is the "Effective Coach." They achieve superior results and player accountability by encouraging and challenging players. Were do you stand - nice coach, the jerk, or the effective coach? What steps are you taking to get better?
2. Have a winning plan and are excited about future prospects - Ever see an unenthusiastic, clueless coach generate results? Doubtful. Winning begins with a clear vision, a plan, and excitement - "you can do it NOW" attitude! Does your team know your plan? Is your excitement evident?
3. Believe "improv" is not just for comedy clubs - These coaches not only believe in helping, encouraging, and challenging players - they actually listen to their players and are open to ideas different than their own. Do you allow your team to "draw plays in the sand" - to put their own "spin" on a project or assignment? If not, what is a lack of experimentation costing your business?
4. Find others thinking of them as "Mother Theresa in a UPS uniform" - OK, got you to read this! The first analogy - Mother Theresa. Great coaches don't obsess over their own press clippings - their won/loss record - they serve by giving the team credit for victories while publicly shouldering the blame for losses. The second analogy - UPS. Great coaches deliver, they keep promises, follow up on commitments, and often exceed expectations. Would anyone think of you as Mother Theresa in a UPS uniform?

   II.    Preseason Planning

Achieving championship results (i.e improved sales, profits) requires you know the type of "players" you want (and don't want). Evaluate your current people's grades against your higher standards. What actions do you need to improve their performance?

1. Clear expectations by position - Forget job descriptions! First, determine specifically what results you expect in each position. What is the optimal profile of the successful player? What is the "next level" of the position? Consider current and future needs.
2. Link pay and benefits to performance - Do your pay systems motivate winning results now? Examine winning companies and top performers and ask, "What can I do to really motivate the best?"
3. Sack malcontents - The biggest fallacy in business is believing you can "fix" malcontents with the potential to succeed (note: I've tried and failed repeatedly!). Demand nothing less than the highest standards of conduct. Use training, reading, and job experiences to build skills. Unless you have a lot of time and a degree in social work - don't waste time with bad attitudes with questionable values. Sack them NOW and listen to your players to say "It's about time!"

   III.   Learning, Challenging, Celebrating - On the Field, In the Locker room

Planning is good but the real action, learning, and ultimately winning results happen on the field. What are the keys to coaching results?

• Remember "Mo" (as in momentum) - Quick wins spur winning results. With new projects and campaigns is there any "low hanging fruit" you can leverage first?
• Replay key moments - What can you learn from your past experiences, your past plays? Look for the best and worst events and use them as the cornerstones of your teaching to improve performance.
• The Good, The Bad, The Ugly - First, remember to celebrate "the good." Publicly acknowledge excellent results and successes. Second, learn how to have open, honest, and respectful conversations when things go bad. Are you "too nice" and cop-out when you need to tell someone their performance is lacking? If so get the help of a leadership coach - yes, like me! Finally - attack head-on, ugly conversations - these are usually the ones that impact the moral and ethical fabric of the business. Ugly conversations are where you earn your bucks as a leader!
• Look to help - A winning coach is there to help, to serve, to move players to the next level. Have you asked your players how you can help?

Conclusion

Winning results involve simple steps, unfortunately they are not simple to implement. First, start by looking inward - determine if you are really "all-that" as a coach, a manager, a leader. Then, evaluate how well your team meets the expectations and standards for championship results. Finally, get on the field - coach all situations - the good, the bad, and of course, the ugly. Good luck.

If you would like to have Mike speak to your group consider the following programs:
"How to Create and Inspire a Winning Team"
"Leading from the Trench"

If you want to get Mike's insights on this topic in one on one sessions click here.

<< Back

Mike Foti is Chief Executive Officer of Cleveland Glass Block (a Northcoast 99 recipient for best employers in Northeast Ohio and a Community Pillar Award winner for community service) and President of Leadership Builders. Mike is a national speaker, writer, and consultant who helps individuals and companies get results through people. To ask Mike how he might help you, or to receive his free tips and leadership articles, call 216-531-6085 or visit his web site at www.leadershipbuilders.com.