Coaching is a constructive communication style that Leaders need to adopt to have a positive impact on an organisation. It is about effective communication and this becomes the lifeblood of a successful organisation. It reinforces the organisation’s vision, connects employees to the business, fosters process improvement, facilitates change and drives business results by changing employee behaviour.

The problem with being directive

Science tells us that employees are less effective when we are directive and dictate our tasks and decisions. “When people lose their sense of control, such as when tasks are dictated to them, the brain’s emotional response centre can actually cause a decrease in cognitive functioning” (A. Arnsten, Yale). This perception of not being in control can lead to a drop in productivity.

Major Tip… Listen actively…

This includes asking open questions, maintaining your full attention, showing empathy, reflecting back your understanding and giving the person time to think.

Other tips for leaders…

1. When facing a performance challenge, protect the autonomy of your team and provide high level direction
2. Accept that you are not always right and seek wisdom from others
3. Listen to other people’s non-verbal messages including body language, and facial expressions
4. Ask good questions that support your team to overcome obstacles so they can make progress at work – this will build engagement and motivation (T. Amabile, Harvard Business Review). For example: What support do you need to implement that action? What are your next steps to make progress with this?

Finally when you need to be directive…

Ensure you get commitment to your questions and directives. Professor of Leadership and Coaching, Fred Kofman says:
“Decisions are worthless…unless you turn them into commitments”

Kofman believes your staff should only provide one of the 3 following possible responses to your requests:

1. Yes, I commit.
2. No, I decline.
3. I can’t commit yet because,

   1. I need clarification.

   2. I need to check; I promise to respond by X.
   3. c. I want to propose an alternative.

   4. I can make it only if I get Y by Z.