Coaching the Coaches - CUNA Councils...A study featured in Public Personnel Management Journal...
Transcript of Coaching the Coaches - CUNA Councils...A study featured in Public Personnel Management Journal...
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Coaching the Coaches
Denny GrahamPresident and CEO
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The business case for coaching
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Executive coaching at Booz Allen Hamilton returned $7.90 for every$1 the firm spent on coaching
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A study featured in Public Personnel Management Journal reports that managers that underwent a managerial training program showed an increase in productivity of 22.4%. However, a second group was provided coaching following the training process and their productivity increased by 88% -F. Turner, Ph.D.
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Jarod Kintz, “This book has no title”
Coaching 101:First you build the team, then you build the torture chamber for underperformers…………
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The case studies
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FIVE FINANCIAL INSTITUIONS, ALL EFFECTIVE
• Incentive Driven Credit Union• Old Fashioned Bank• We’re Nice Credit Union• No Metrics, Stretched Managers Credit Union• Really Effective Credit Union
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My manager is a very good coach
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My manager is a very good sales coach
Incentive Driven CU 12
Answer Options
Executive or Administration
Commercial, Consumer Loan or
Real Estate Manager
Business Development, Real Estate or Loan Sales
Officer
Branch Manager or Assistant
Branch ManagerMSR BSR Response
Percent
Strongly Disagree
0 0 2 1 0 0 3.9%
Disagree 1 0 2 0 0 2 6.5%
Neutral 0 1 4 4 5 9 29.9%
Agree 2 1 4 10 6 7 39.0%
Strongly Agree
1 2 2 3 4 4 20.8%
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My manager is a very good sales coach
Old Fashioned Bank 13
Strongly Disagree
Disagree Neutral Agree Strongly Agree
Total
Branch Manager 2 (10%) 8 (40%) 6 (30%) 3 (15%) 1 (5%) 20
Asst. Branch Manager
1 (6.3%) 7 (43.8%) 8 (50%) 0 (0%) 0 (0%) 16
Teller/CustomerService
2 (12.5%) 4 (25%) 5 (31.3%) 5 (31.3%) 0 (0%) 16
Senior Teller 0 (0%) 0 (0%) 2 (66.7%) 1 (33.3%) 0 (0%) 3
Teller 1 (2.8%) 12 (33.3%)
9 (25%) 13 (36.1%) 1 (2.8%) 36
Total 6 31 30 22 2 91
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My supervisor is a very good coach
We’re Nice Credit Union
14
Answer Options Senior Management
Branch Manager or Asst. Branch
Manager
Assistant Vice
President
Universal Representative
Branch Supervisor or Branch Ops Specialist
Lending Center
MSR's or Vault
Tellers
Investment or Business
Services
Response Percent
Strongly Disagree 0 1 0 0 0 0 1 0 2.2%
Disagree 1 1 0 2 0 2 0 0 6.5%
Neutral 2 5 3 5 0 6 8 1 32.3%
Agree 1 5 1 11 3 2 12 0 37.6%
Strongly Agree 1 4 0 7 3 0 4 1 21.5%
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My manager is a very good coach
We’re Nice Credit Union
15
Answer Options Assistant Vice President Accounting
Human Resources, Training or
Marketing/Business Development
Risk Management, Compliance, Branch
Admin or Internal AuditIT MSS
Support
Lending Center or Business
Services Support
Response Percent
Strongly Disagree 0 1 0 0 1 1 1 7.0%
Disagree 0 1 0 0 0 4 1 10.5%
Neutral 4 1 3 4 3 3 5 40.4%
Agree 1 4 2 2 2 3 2 28.1%
Strongly Agree 0 1 2 2 0 2 1 14.0%
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My manager is a very good coach
No Metrics, Stretched Thin Credit Union
16
Answer Options Vault, Senior or Head Teller or Teller
MSR, MSO, CSA, CC Team Lead or
Indirect MSR
MST or MSA
Branch or Teller Manager or CC
Director
Receptionist or Clerk
Lending Spec., Asst. Manager or CC Asst. Manager
Senior Manager, VP or AVP
Strongly Disagree 3 2 0 1 0 0 0Disagree 2 4 2 1 2 1 2Neutral 16 19 4 7 4 2 1Agree 21 24 6 6 2 3 5
Strongly Agree 24 23 2 2 5 4 5
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My manager is a very goodcoach
No Metrics, Stretched Thin Credit Union
17
Answer Options HR IT Manager, AVP, VP or Director
Accounting Dept.
Payment Systems Dept.
Title Dept.
Loan Processing
Dept.
Collections Dept.
Risk Management
Dept.
Training Dept.
Strongly Disagree 0 0 0 0 0 0 0 0 0 0Disagree 0 0 0 0 0 0 1 0 2 0Neutral 0 1 1 2 0 1 1 2 1 0Agree 1 7 3 5 3 2 9 7 0 1
Strongly Agree 4 2 7 3 2 0 2 6 0 2
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My manager is a very good coach
Really Effective Credit Union
18
Answer Options
Mortgage Loan Officer
Consumer Loan Officer Manager Supervisor Teller FSO or FSR Contact Center
RepresentativeResponse Percent
Strongly Disagree 0 0 0 1 1 2 0 3.2%
Disagree 1 0 0 1 0 1 0 2.4%
Neutral 1 4 1 1 1 4 1 10.5%
Agree 8 3 6 5 14 16 8 48.4%Strongly
Agree 5 1 5 2 10 15 6 35.5%
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My manager is a very good coach
Really Effective Credit Union
19
Answer Options Loss Prevention/Accounting Help Desk Card Services Account Services Response
Percent
Strongly Disagree 0 0 0 0 0.0%
Disagree 0 1 0 0 2.9%
Neutral 0 5 0 1 17.1%
Agree 3 1 3 7 40.0%
Strongly Agree 3 3 2 6 40.0%
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My boss is always there when I need help
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My manager is always there when I need help with sales issues
Incentive Driven Credit Union
23
Answer Options
Executive or Administration
Commercial, Consumer Loan or Real Estate
Manager
Business Development, Real Estate or Loan Sales
Officer
Branch Manager or Assistant
Branch ManagerMSR BSR Response
Percent
Strongly Disagree
0 0 2 1 0 0 3.9%
Disagree 1 0 0 0 0 3 5.2%
Neutral 1 1 4 3 3 7 24.7%
Agree 1 0 6 11 9 9 46.8%
Strongly Agree
1 3 2 3 3 3 19.5%
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My manager is always there when I need help with sales issues
Old Fashioned Bank
24
Strongly Disagree
Disagree Neutral Agree Strongly Agree
Total
Branch Manager 4 (20%) 2 (10%) 8 (40%) 5 (25%) 1 (5.0%) 20
Asst. Branch Manager
1 (6.7%) 1 (6.7%) 7 (46.7%) 6 (40%) 0 (0%) 15
Teller/CustomerService
1 (6.3%) 0 (0%) 0 (0%) 9 (56.3%) 6 (37.5%) 16
Senior Teller 0 (0%) 0 (0%) 0 (0%) 2 (66.7%) 1 (33.3%) 3
Teller 1 (2.7%) 5 (13.5%) 8 (21.6%) 10 (27%) 13 (35.1%)
37
Total 6 31 30 22 2 91
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A manager is always there when I need help with sales and service issues
We’re Nice Credit Union
25
Answer Options Senior Management
Branch Manager or Asst. Branch
Manager
Assistant Vice President
Universal Representative
Branch Supervisor or Branch Ops
Specialist
Lending Center
MSR's or Vault
Tellers
Investment or Business
Services
Response Percent
Strongly Disagree 0 0 1 0 0 0 0 0 1.1%
Disagree 2 2 0 1 0 0 3 1 9.7%
Neutral 1 4 1 5 1 7 2 0 22.6%
Agree 2 8 2 11 3 3 14 0 46.2%
Strongly Agree 0 2 0 8 2 0 6 1 20.4%
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My manager is always there when I need help with issues
We’re Nice Credit Union
26
Answer Options Assistant Vice President Accounting
Human Resources, Training or
Marketing/Business Development
Risk Management, Compliance, Branch
Admin or Internal AuditIT MSS Support
Lending Center or Business
Services Support
Response Percent
Strongly Disagree 0 0 1 0 1 1 1 7.0%
Disagree 0 2 0 0 1 4 0 12.3%
Neutral 1 1 1 2 1 3 1 17.5%
Agree 4 2 3 6 2 3 7 47.4%
Strongly Agree 0 3 2 0 1 2 1 15.8%
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My manager is always there when I need help with sales issues
No Metrics, Stretched Thin Credit Union
27
Answer OptionsVault, Senior or Head Teller or
Teller
MSR, MSO, CSA, CC Team Lead or
Indirect MSR
MST or MSA
Branch or Teller Manager or CC
Director
Receptionist or Clerk
Lending Spec., Asst. Manager
or CC Asst. Manager
Senior Manager, VP or
AVP
Strongly Disagree 2 2 1 0 0 0 1
Disagree 3 5 2 0 1 0 1
Neutral 9 20 3 8 7 5 2
Agree 31 24 6 7 3 3 6
Strongly Agree 21 21 2 2 2 2 3
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My manager is always there when I need help with issues
No Metrics, Stretched Thin Credit Union
28
Answer Options HR IT Manager, AVP, VP or Director
Accounting Dept.
Payment Systems
Dept.
Title Dept.
Loan Processing
Dept.
Collections Dept.
Risk Managemen
t Dept.
Training Dept.
Strongly Disagree 0 0 0 0 0 0 0 0 0 0Disagree 0 0 0 0 0 0 1 0 2 0Neutral 0 2 1 3 0 1 3 0 1 0Agree 1 5 4 4 3 2 7 6 0 1
Strongly Agree 4 3 6 3 2 0 2 9 0 2
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My manger is always there when I need help with sales and/or service
issues
Really Effective Credit Union
29
Answer Options
Mortgage Loan Officer
Consumer Loan Officer Manager Supervisor Teller FSO or FSR Contact Center
RepresentativeResponse Percent
Strongly Disagree 0 0 0 0 1 1 0 1.6%
Disagree 1 0 0 1 0 3 0 4.0%Neutral 6 0 1 1 2 3 0 10.5%Agree 5 7 7 7 10 13 8 46.0%
Strongly Agree 3 1 4 1 13 18 7 37.9%
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My manger is always there when I need help with issues
Really Effective Credit Union
30
Answer Options Loss Prevention/Accounting Help Desk Card Services Account Services Response Percent
Strongly Disagree 0 0 0 0 0.0%
Disagree 0 0 0 0 0.0%
Neutral 0 0 0 3 8.6%
Agree 2 5 3 6 45.7%
Strongly Agree 4 5 2 5 45.7%
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My boss helps me set goals to improve my skills
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My manager helps me set goals to improve my skills
Incentive Driven Credit Union
32
Answer Options
Executive or Administration
Commercial, Consumer Loan or Real Estate
Manager
Business Development, Real Estate or Loan
Sales Officer
Branch Manager or Assistant
Branch ManagerMSR BSR Response
Percent
Strongly Disagree
1 0 1 0 0 1 3.9%
Disagree 1 0 1 2 0 0 5.2%Neutral 0 1 4 3 6 9 29.9%Agree 1 2 6 10 6 10 45.5%
Strongly Agree
1 1 2 3 3 2 15.6%
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My manager helps me set goals to improve my sales skills
Old Fashioned Bank
33
Strongly Disagree
Disagree Neutral Agree Strongly Agree
Total
Branch Manager 4 (20%) 5 (25%) 5 (25%) 4 (20%) 2 (10%) 20
Asst. Branch Manager
1 (6.3%) 5 (31.3%) 5 (31.3%) 5 (31.3%) 0 (0%) 16
Teller/CustomerService
2 (12.5%) 0 (0%) 2 (12.5%) 11 (68.8%) 1 (6.3%) 16
Senior Teller 0 (0%) 0 (0%) 2 (66.7%) 0 (0%) 1 (33.3%) 3
Teller 1 (2.7) 6 (16.2) 8 (21.6%) 13 (35.1%) 9 (24.3%) 37
Total 8 16 22 33 13 92
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My supervisor helps me set goals to improve my skills
Really Nice Credit Union
34
Answer Options Senior Management
Branch Manager or Asst. Branch
Manager
Assistant Vice
President
Universal Representative
Branch Supervisor or Branch Ops Specialist
Lending Center
MSR's or Vault
Tellers
Investment or Business
Services
Response Percent
Strongly Disagree 0 1 0 0 0 0 0 0 1.1%
Disagree 2 2 0 0 0 2 2 1 9.7%
Neutral 0 3 4 5 1 6 8 0 29.0%
Agree 3 8 0 17 2 2 13 0 48.4%
Strongly Agree 0 2 0 3 3 0 2 1 11.8%
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My manager helps me set goals to improve my skills
Really Nice Credit Union
35
Answer Options Assistant Vice President Accounting
Human Resources, Training or
Marketing/Business Development
Risk Management, Compliance, Branch Admin or Internal
Audit
IT MSS SupportLending Center
or Business Services Support
Response Percent
Strongly Disagree 0 0 0 0 1 0 1 3.5%
Disagree 2 2 0 0 0 5 1 17.5%
Neutral 0 1 3 4 4 2 5 33.3%
Agree 3 4 2 3 1 5 3 36.8%
Strongly Agree 0 1 2 1 0 1 0 8.8%
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My manager helps me set goals to improve my skills
No Metrics, Stretched Thin Credit Union
36
Answer Options HR ITManager,
AVP, VP or Director
Accounting Dept.
Payment Systems
Dept.Title Dept.
Loan Processing
Dept.
Collections Dept.
Risk Management
Dept.
Training Dept.
Strongly Disagree 0 0 0 0 0 0 0 0 0 0Disagree 0 1 1 0 0 1 1 1 1 0Neutral 0 0 3 2 0 1 4 2 2 0Agree 2 7 3 6 2 1 8 8 0 2
Strongly Agree 3 2 4 2 3 0 0 4 0 1
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My manager helps me set goals to improve my skills
No Metrics, Stretched Thin Credit Union
37
Answer OptionsVault, Senior or Head Teller or
Teller
MSR, MSO, CSA, CC Team Lead or
Indirect MSRMST or MSA
Branch or Teller Manager or CC
Director
Receptionist or Clerk
Lending Spec., Asst. Manager or
CC Asst. Manager
Senior Manager, VP or AVP
Strongly Disagree 2 6 2 1 0 0 0
Disagree 6 11 2 3 1 1 4Neutral 21 17 3 4 6 2 2Agree 21 22 6 9 2 5 6
Strongly Agree 16 16 1 0 4 2 1
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My manager helps me set goalsto improve my skills
Really Effective Credit Union
38
Answer Options Loss Prevention/Accounting Help Desk Card Services Account Services Response Percent
Strongly Disagree 0 0 0 0 0.0%
Disagree 0 1 0 0 2.9%
Neutral 1 5 0 3 25.7%
Agree 2 2 3 10 48.6%
Strongly Agree 3 2 2 1 22.9%
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My manager helps me set goals to improve my skills
Really Effective Credit Union
39
Answer Options
Mortgage Loan Officer
Consumer Loan Officer Manager Supervisor Teller FSO or FSR Contact Center
RepresentativeResponse Percent
Strongly Disagree
0 0 0 0 1 2 0 2.4%
Disagree 0 0 0 1 0 2 1 3.2%Neutral 6 2 3 2 4 5 0 17.7%Agree 6 5 5 7 16 18 9 53.2%
Strongly Agree
3 1 4 0 5 11 5 23.4%
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My boss observes me working with members or employees and provides valuable feedback
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My manager observes me working with members and provides valuable feedback
Incentive Driven Credit Union
41
Answer Options
Executive or Administration
Commercial, Consumer Loan or
Real Estate Manager
Business Development, Real Estate or Loan Sales
Officer
Branch Manager or Assistant
Branch ManagerMSR BSR Response
Percent
Strongly Disagree
0 0 1 1 0 0 2.6%
Disagree 2 0 4 3 1 2 15.6%
Neutral 1 2 4 4 3 9 29.9%
Agree 0 1 2 9 9 9 39.0%
Strongly Agree 1 1 3 1 2 2 13.0%
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My manager observes me working with clients and provides valuable feedback
Old Fashioned Bank
42
Strongly Disagree
Disagree
Neutral Agree Strongly Agree
Total
Branch Manager 5 (25%) 7 (35%) 6 (30%) 1 (5%) 1 (5%) 20
Asst. Branch Manager
1 (6.3%) 5 (33.3%) 5 (33.3%) 4 (26.7%) 0 (0%) 15
Teller/CustomerService
2 (12.5%) 0 (0%) 4 (25%) 9 (56.3%) 1 (6.3%) 16
Senior Teller 0 (0%) 0 (0%) 0 (0%) 2 (66.7%) 1 (33.3%) 3
Teller 2 (5.4%) 6 (16.2%) 5 (13.5%) 15 (40.5%) 9 (24.3%) 37
Total 6 31 30 22 2 91
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My supervisor observes me working with members and provide valuable feedback
We’re Nice Credit Union
43
Answer Options Senior Management
Branch Manager or Asst. Branch
Manager
Assistant Vice
President
Universal Representative
Branch Supervisor or Branch Ops Specialist
Lending Center
MSR's or Vault
Tellers
Investment or Business
Services
Response Percent
Strongly Disagree 0 2 1 0 0 0 0 0 3.2%
Disagree 0 6 1 3 0 6 5 1 23.7%
Neutral 4 2 2 5 1 3 9 0 28.0%
Agree 1 5 0 15 3 1 10 0 37.6%
Strongly Agree 0 1 0 2 2 0 1 1 7.5%
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My manager observes me working with members and provides valuable feedback
No Metrics, Stretched Thin Credit Union
44
Answer OptionsVault, Senior or Head Teller or
Teller
MSR, MSO, CSA, CC Team Lead or
Indirect MSRMST or MSA
Branch or Teller Manager or CC
Director
Receptionist or Clerk
Lending Spec., Asst. Manager
or CC Asst. Manager
Senior Manager, VP or AVP
Strongly Disagree 2 8 1 1 0 0 0Disagree 10 9 1 4 0 3 3Neutral 12 18 5 8 8 2 5Agree 24 20 6 4 4 4 5
Strongly Agree 18 17 1 0 1 1 0
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My manager observes me working with members and provides valuable
feedback
Really Effective Credit Union 45
Answer Options
Mortgage Loan Officer
Consumer Loan Officer Manager Supervisor Teller FSO or FSR Contact Center
RepresentativeResponse Percent
Strongly Disagree 1 0 0 1 1 1 0 3.2%
Disagree 2 0 3 1 1 2 0 7.3%
Neutral 4 3 4 1 2 5 0 15.3%
Agree 6 5 5 6 14 16 10 50.0%
Strongly Agree 2 0 0 1 8 14 5 24.2%
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My boss focuses on behaviors as well as results
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“OUR EMPHASIS IS ON EXECUTION; not on winning”
Pat Summitt
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My manager focuses on sales behaviorsas well as results
Incentive Driven Credit Union
48
Answer Options
Executive or Administration
Commercial, Consumer Loan or Real Estate
Manager
Business Development, Real Estate or Loan Sales
Officer
Branch Manager or Assistant Branch
ManagerMSR BSR Response
Percent
Strongly Disagree 0 0 2 0 0 1 3.9%
Disagree 1 0 1 4 2 2 13.0%Neutral 1 2 5 2 7 12 37.7%Agree 1 0 5 7 3 6 28.6%Strongly Agree 1 2 1 5 3 1 16.9%
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My manager focuses on sales behaviors as well as results
Old Fashioned Bank
49
Strongly Disagree
Disagree Neutral Agree Strongly Agree
Total
Branch Manager 3 (15%) 6 (30%) 5 (25%) 3 (15%) 3 (15%) 20
Asst. Branch Manager
0 (0%) 3 (18.8%) 6 (37.5%) 6 (37.5%) 1 (6.3%) 16
Teller/CustomerService
2 (12.5%) 1 (6.3%) 6 (37.5%) 7 (43.8%) 0 (0%) 16
Senior Teller 0 (0%) 0 (0%) 2 (66.7%) 0 (0%) 1 (33.3%) 3
Teller 2 (5.4%) 5 (13.5%) 9 (24.3%) 13 (35.1%) 8 (21.6%) 37
Total 7 15 28 29 13 92
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My supervisor focuses on sales and service behaviors as well as results
We’re Nice Credit Union
50
Answer Options Senior Management
Branch Manager or Asst. Branch
Manager
Assistant Vice President
Universal Representative
Branch Supervisor or Branch Ops Specialist
Lending Center
MSR's or Vault
Tellers
Investment or Business
Services
Response Percent
Strongly Disagree 0 0 0 0 0 2 1 0 3.2%Disagree 0 4 0 1 0 2 4 1 12.9%Neutral 2 2 3 6 1 4 9 0 29.0%Agree 3 6 1 17 3 2 10 0 45.2%
Strongly Agree 0 4 0 1 2 0 1 1 9.7%
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My manager focuses on sales behaviors as well as results
No Metrics, Stretched Thin Credit Union
51
Answer Options Vault, Senior or Head Teller or Teller
MSR, MSO, CSA, CC Team Lead or
Indirect MSR
MST or MSA
Branch or Teller
Manager or CC Director
Receptionist or Clerk
Lending Spec., Asst. Manager
or CC Asst. Manager
Senior Manager, VP or AVP
Strongly Disagree 6 8 2 1 0 0 0Disagree 11 11 2 4 1 3 2Neutral 22 22 5 5 9 4 7Agree 19 19 4 5 2 3 4
Strongly Agree 8 12 1 2 1 0 0
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My manager focuses on sales behaviors as well as results
Really Effective Credit Union
52
Answer Options
Mortgage Loan Officer
Consumer Loan Officer Manager Supervisor Teller FSO or FSR Contact Center
RepresentativeResponse Percent
Strongly Disagree
0 0 0 0 1 3 0 3.2%
Disagree 1 0 0 0 1 1 1 3.2%
Neutral 9 2 3 3 2 2 1 17.7%
Agree 2 5 7 5 17 20 10 53.2%
Strongly Agree
3 1 2 2 5 12 3 22.6%
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My boss and I meet once a month to discuss my progress
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My manager and I meet at least once a month to discuss my sales progress
Incentive Driven Credit Union
57
Answer Options
Executive or Administration
Commercial, Consumer Loan or
Real Estate Manager
Business Development, Real Estate or Loan Sales Officer
Branch Manager or Assistant Branch
ManagerMSR BSR Response
Percent
Strongly Disagree
0 0 3 1 0 1 6.5%
Disagree 1 1 4 5 5 8 31.2%Neutral 2 1 3 3 6 6 27.3%Agree 0 0 3 7 2 4 20.8%
Strongly Agree
1 2 1 2 2 3 14.3%
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My manager and I meet at least once a month to discuss my sales progress
Old Fashioned Bank
58
Strongly Disagree
Disagree Neutral Agree Strongly Agree
Total
Branch Manager 5 (25%) 10 (50%) 3 (15%) 2 (10%) 0 (0%) 20
Asst. Branch Manager
0 (0%) 6 (37.5%) 4 (25%) 5 (31.3%) 1 (6.3%) 16
Teller/CustomerService
4 (25%) 3 (18.8%) 3 (18.8%) 6 (37.5%) 0 (0%) 16
Senior Teller 0 (0%) 0 (0%) 2 (66.7%) 0 (0%) 1 (33.3%) 3
Teller 3 (8.1%) 9 (24.3%) 9 (24.3%) 12 (32.4%) 4 (10.8%) 37
Total 12 28 21 25 6 92
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My supervisor and I meet at least once a month to discuss my sales and service
progress
We’re Nice Credit Union
59
Answer Options Senior Management
Branch Manager or Asst. Branch Manager
Assistant Vice President
Universal Representative
Branch Supervisor or Branch Ops Specialist
Lending Center
MSR's or Vault
Tellers
Investment or Business
Services
Response Percent
Strongly Disagree 0 1 0 0 0 3 0 1 5.4%
Disagree 1 2 1 6 1 4 2 0 18.3%
Neutral 1 3 0 6 1 2 8 0 22.6%
Agree 3 5 2 11 2 1 15 1 43.0%
Strongly Agree 0 5 1 2 2 0 0 0 10.8%
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My manager and I meet at least once a month to discuss my performance
We’re Nice Credit Union
60
Answer Options Assistant Vice President Accounting
Human Resources, Training or
Marketing/Business Development
Risk Management, Compliance, Branch
Admin or Internal AuditIT MSS
Support
Lending Center or Business
Services Support
Response Percent
Strongly Disagree 0 2 0 0 1 3 4 17.5%
Disagree 1 4 4 0 1 7 6 40.4%
Neutral 1 1 1 4 3 3 0 22.8%
Agree 1 1 1 3 0 0 0 10.5%
Strongly Agree 2 0 1 1 1 0 0 8.8%
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My manager and I meet at least once a month to discuss my sales progress
No Metrics, Stretched Thin Credit Union
61
Answer OptionsVault, Senior or Head Teller or
Teller
MSR, MSO, CSA, CC Team Lead or
Indirect MSR
MST or MSA
Branch or Teller Manager or CC Director
Receptionist or Clerk
Lending Spec., Asst. Manager or CC Asst. Manager
Senior Manager, VP or AVP
Strongly Disagree 11 12 3 1 1 0 0
Disagree 12 12 6 5 4 5 5
Neutral 26 23 4 6 6 2 5
Agree 10 14 1 3 1 3 3
Strongly Agree 7 11 0 2 1 0 0
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My manager and I meet at least once a month to discuss my performance
No Metrics, Stretched Thin Credit Union
62
Answer Options HR IT Manager, AVP, VP or Director
Accounting Dept.
Payment Systems
Dept.
Title Dept.
Loan Processing
Dept.
Collections Dept.
Risk Management
Dept.
Training Dept.
Strongly Disagree 0 0 0 0 0 0 2 0 0 0Disagree 0 3 0 1 0 2 2 6 2 0Neutral 0 2 2 2 0 1 4 2 0 1Agree 2 4 3 5 2 0 4 5 1 2
Strongly Agree 3 1 6 2 3 0 1 2 0 0
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My manager and I meet at least once a month to discuss my sales and/or
service progress
Really Effective Credit Union
63
Answer Options
Mortgage Loan Officer
Consumer Loan Officer Manager Supervisor Teller FSO or FSR Contact Center
RepresentativeResponse Percent
Strongly Disagree 1 0 0 0 1 1 0 2.4%
Disagree 2 3 0 0 2 4 1 9.7%Neutral 5 3 2 2 7 1 3 18.5%Agree 5 1 5 6 12 22 9 48.4%
Strongly Agree 2 1 5 2 4 10 2 21.0%
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After seeing those, how would I rate myself?
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After seeing those, how would I rate myself?
• I’m a very good coach• I’m there when they need me• I observe my people in action• I focus on behaviors as well as results• I meet with my people once a month
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What IS a good coach?
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What is a good coach?
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What is a good coach?
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What is a good coach?
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What is a good coach?
The general feeling is, if don’t treat everyone the same you’re showing partiality. To me, that’s when you show the most partiality, when you treat everyone the same. You must give each individual the treatment that you feel he earns and deserves…………..
John Wooden
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Am I there when THEY need me?
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I observe my people in action
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I focus on behaviors as well as results?
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Competing Priorities:
Meetings!Other people to manage
My own tasks
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What CAN we do to be successful?
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“I don’t look to jump over 7 foot bars. I look for 1-foot bars that I can step over………..” Warren Buffett
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THE RULES OF COACHING• GOALS are the starting point of your discussion• But we coach SKILLS – one at a time.
– What skills are their strengths– What skills need improvement
• Coach against a specific model• Coach uniquely for each person – they have
different strengths and weaknesses
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THE RULES OF COACHING• People accept coaching when they know there is a
benefit to THEM• Each person is unique so we need a unique
approach to each person• If someone is struggling, get them to work on ONE
skill – to show them they can improve
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THE RULES OF COACHING
• Set a goal to do a specific amount of coaching– Who– When
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Manage Your Time So You Can Coach Your Staff
1. Keep a “to-do” list2. Set coaching goals3. Prioritize4. Manage distractions5. Chunk-out tasks
6. Learn to say, “No”7. Resist the rush8. Don’t multitask9. You deserve a break10. Schedule your tasks
Inspect what you Expect!!!
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ME
Regional
Branch Manager
Branch Supervisor
Regional Regional Operations
Department Manager
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What tools are out there?
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A manager is always there when I need help with sales and service issues
We’re Nice Credit Union
84
Answer Options Senior Management
Branch Manager or Asst. Branch
Manager
Assistant Vice President
Universal Representative
Branch Supervisor or Branch Ops
Specialist
Lending Center
MSR's or Vault
Tellers
Investment or Business
Services
Response Percent
Strongly Disagree 0 0 1 0 0 0 0 0 1.1%
Disagree 2 2 0 1 0 0 3 1 9.7%
Neutral 1 4 1 5 1 7 2 0 22.6%
Agree 2 8 2 11 3 3 14 0 46.2%
Strongly Agree 0 2 0 8 2 0 6 1 20.4%
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Leadership 360 Assessment
Prepared For: Rater One July 17, 2013
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Leadership 360 Assessment
Establishing Standards Inspiring Trust & Respect Developing People Achieving Results Supporting Teamwork Solving Problems
Making Decisions Evaluating Performance Organizing & Planning Communicating Driving Sales/Service Understanding Business
Twelve Proven Keys to Success:
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Leadership 360 Assessment
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Even if you’re a good coach, people can’t ALWAYS do the
job you want
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WHY PEOPLE DON’T DO WHAT THEIR MANAGERS WANT
• They don’t know WHAT you want them to do
• They don’t know HOW to do it
• They are UNCOMFORTABLE doing what you want them to do
• There is no MOTIVATION to do what you want
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WHY PEOPLE DON’T DO WHAT THEIR MANAGERS WANT
• There are BARRIERS in the way of getting the job done – physical, emotional, training, product
• The person lacks overall FOCUS
• The person is in the WRONG job
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THE BEST COACHING QUESTION, EVER:
What can I do to make YOU more successful?