Coaching’s Business Case

It is possibly a controversial statement to suggest that coaching only has a marginal impact business performance. Outside of the executive suite, coaching on its own does really not show a direct and measurable impact other than addressing cognition and behavior that impacts individual performance. In other words, the real coaching return on effort does not substantially move key business indicators unless directly linked to key business initiatives. Measurable impact and evidence may mean the rate of change adoption, client and staff retention, market penetration, sales performance or income growth. A poor return-on-effort is realized unless coaching supports realizable and measurable business initiatives.It is possibly a controversial statement suggesting that coaching only has a marginal impact on business performance. Outside of the executive suite, coaching on its own does really not show a direct and measurable impact other than addressing cognition and behavior that impacts individual performance. In other words, real coaching return-on-effort does not substantially move key business indicators unless directly linked to key business initiatives.

Measurable impact and evidence may mean the rate of change adoption, client and staff retention, market penetration, sales performance and income growth. For example, a 2017 CSO Insights sales manager enablement study has measured between 12 and 28% increase in opportunity conversation-to-business rate as a result of coaching by sales management, when structured coaching is aligned sales enablement strategy (Schenk, Dickie & Miller Heinman, 2017:24).

An alternative approach to coaching that clearly supports key business initiatives is achieved by making coaching a key element in bringing about the required change or transformation effectiveness that various business initiatives require.

Learn more . . . . . . . Coaching_RoE_4May’17v1-0

Reference: Schenk, T., Dickie, J. & Miller Heinman. 2017. Sales Managers: Overwhelmed and Underdeveloped 2017 CSO Insights Sales Manager Enablement Report. Littleton, CO.