Jul 10, 2018
Christie Walters, co-host The Why & The Buy Podcast, and President iCore Strategy
Christie is a speaker, sales & marketing strategist, coach, Gitomer certified advisor, and co-host of the Why and the Buy podcast.
This week Christie joins us to share her perspective and experience as a certified coach. We discuss what changed in her approach pre-certification & post-certification, and discuss how coaching can help you and your organization.
Questions Addressed
- What is Coaching?
- How does coaching differ from mentoring?
- What prompted Christie to become a certified coach?
- Can a boss be a coach?
- What are some questions we can ask ourselves to determine if coaching is something we will benefit from?
- Why is authenticity important?
- How does authenticity impact the way that she coaches?
Key Takeaways
- True coaching is about helping you uncover the brilliance within yourself.
- As a coach you are not the sage on the stage, you are the guide on the side.
- The Mentoring relationship is two-sided, a coach is a bit different. The relationship between client/coach is all about the client.
- Designed Alliance - laying the groundwork, this is what you can expect, this is the role I will play.
- You are rarely just a coach, just a mentor, or just a consultant, you may shift between roles.
- Coaching - how can you help others think through their process?
- Coaching is about getting the right questions in front of people.
- The questions you ask are powerful as a coach.
- The best coaches are likely not going to be in the organization.
- Going outside of the organization to find a coach helps to reduce pre-conceived notions.
- A third party coach will allow you the level of freedom to express what is really happening at a given point in time.
- Too often we are trying to run someone else's race.
- Define success based on your expectations, not someone else's.
- The Why and The Buy Podcast - Jeff & Christie wanted to create a space where sales professionals & sales leaders could look at sales as an act of service.
- Christie is a recovering perfectionist.
- The levels of listening & true self-management in the coach/client relationship are two of the biggest changes post-certification vs pre-certification.
- Nothing beats recording a coaching discussion, and then listening to it with a critical eye.
- Engage with a coach as a way to determine if coaching is right for you.
- There are three key elements to a successful organization.
- Culture
- Cultivation - to build capability & train
- Ongoing Coaching - to help minimize drifting
Show Links
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In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.