Coaching focuses on future possibilities, not past mistakes.

An Extract from

Coaching for Performance The Concise Oxford Dictionary defines the verb to coach as to ‘tutor, train,
give hints to, prime with facts’. This does not help us much, for those things
can be done in many ways, some of which bear no relationship to coaching.
Coaching is as much about the way these things are done as about what is
done. Coaching delivers results in large measure because of the supportive
relationship between the coach and the coachee, and the means and style of
GROWing People, Performance and Purpose communication used. The coachee does acquire the facts, not from the
coach but from within himself, stimulated by the coach. Of course, the
objective of improving performance is paramount, but how that is best
achieved is what is in question.

John Whitmore THE SPORTING ORIGINS OF COACHING

For some reason we have tennis coaches but ski instructors. Both for the
most part, in my experience, are instructors. In recent years tennis instruction
has become somewhat less dogmatic and technique based, but still has a
very long way to go. Ski instruction in Britain has moved a long way from
Chapter 1 where it was toward coaching, but European ski instruction is still of the ‘Bend
zee knees’ variety and lags behind the United States.
What is Coaching?
The Inner Game
The teaching of both these sports, and also golf, was tackled over two
Publishing Date: Jan 2002 decades ago by Harvard educationalist and tennis expert Timothy Gallwey,
who threw down the gauntlet with a book entitled The Inner Game of Tennis,
quickly followed by Inner Skiing and The Inner Game of Golf. The word ‘inner’
was used to indicate the player’s internal state or, to use Gallwey’s words, ‘the
opponent within one’s own head is more formidable than the one the other
side of the net’. Anyone who has had one of those days on the court when he
couldn’t do anything right will recognize what Gallwey is referring to. Gallwey
went on to claim that if a coach can help a player to remove or reduce the
internal obstacles to their performance, an unexpected natural ability will flow
forth without the need for much technical input from the coach.

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At the time his books first appeared, few coaches, instructors or pros could The wise gardener, when transplanting a sapling, will uncoil the tender tap
believe, let alone embrace, his ideas, although players devoured them eagerly root weight its tip and carefully thread it down a long, vertical hole driven deep
in best-seller-list quantities. The professionals’ ground of being was under into the earth with a metal rod. The small amount of time invested in this
threat. They thought that Gallwey was trying to turn the teaching of sport on process so early in the tree’s life ensures its survival and will allow it to
its head and that he was undermining their egos, their authority and the develop faster and become stronger than its commercially grown siblings.
principles in which they had invested so much. In a way he was, but their fear Wise business leaders use coaching to emulate the good gardener.
exaggerated their fantasies about his intentions. He was not threatening them
Universal proof of the success of new methods has been hard to demonstrate
with redundancy, but merely proposing that they would be more effective if
because few have understood and used them fully, and many others have
they changed their approach.
been unwilling to set aside old proven ways for long enough to reap the
rewards of new ones. Recently, however, as much through necessity as
progress, worker participation, devolution, accountability and coaching have
The Essence of Coaching
found their way into business language, and sometimes into behaviour too.
And Gallwey had put his finger on the essence of coaching. Coaching is
unlocking a person’s potential to maximize their own performance. It is
helping them to learn rather than teaching them. FROM SPORT TO BUSINESS
This was not new: Socrates had voiced the same things some 2000 years Even if some managers were philosophically sympathetic to the Socratic
earlier, but somehow his philosophy was lost in the rush to materialistic method, practical models of coaching were less available than academic
reductionism of the last two centuries. The pendulum has swung back and theses that supported the idea. Tim Gallwey was perhaps the first to
coaching, if not Socrates, is here to stay for a generation or two! Gallwey’s demonstrate a simple but comprehensive method of coaching that could be
books coincided with the emergence in psychological understanding of a more readily applied to almost any situation. It is hardly surprising that Gallwey
optimistic model of humankind than the old behaviourist view that we are little found himself lecturing more often to business leaders in America than to
more than empty vessels into which everything has to be poured. The new sports people, although I suspect they hoped their golf would improve too. He
model suggested we are more like an acorn, which contains within it all the has just published The Inner Game of Work. Gallwey’s earlier books did not
potential to be a magnificent oak tree. We need nourishment, encouragement attempt to teach coaching, but rather identified the issues we so often face in
and the light to reach toward, but the oaktreeness is already within. sport and business and gave clues as to how to overcome them ourselves.
The coaching method was too vulnerable to distortion by the prevailing
If we accept this model, and it is only contested by some aging flat earthers,
attitudes and beliefs of the would-be coach for it to be taught through a book
the way we learn, and more importantly the way we teach and instruct, must
alone, and that is a limitation of this book as well.
be called into question. Unfortunately, habits die hard and old methods
persist even though most of us know their limitations.
Let me extend the acorn analogy a step further. You may not be aware that Many years ago I sought out Tim Gallwey, was trained by him, and founded
oak saplings, growing from acorns in the wild, quickly develop a single, hair- the Inner Game in Britain. We soon formed a small team of Inner Game
thin tap root to seek out water. This may extend downwards as far as a meter coaches. At first all were trained by Gallwey but later we trained our own. We
while the sapling is still only 30cm tall. When grown commercially in a nursery ran Inner Tennis courses and Inner Skiing holidays and many golfers freed up
the tap root tends to coil in the bottom of the pot and is broken off when the their swings with Inner Golf. It was not long before our sporting clients began
sapling is transplanted, setting back its development severely while a to ask us if we could apply the same methods to prevailing issues in their
replacement grows. Insufficient time is taken to preserve the tap root and companies. We did, and all the leading exponents of business coaching
most growers do not even know of its existence or purpose. today graduated from or were profoundly influenced by the Gallwey school of
coaching.

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 A modern-day Mentor was Mike Sprecklen, the coach to the all-conquering
rowing pair, Holmes and Redgrave. “I was stuck, I had taught them all I knew
Inner Business
technically.” Sprecklen said on completion of a Performance Coaching
Through years of experience now in the business field, we have built and course, ‘but this opens up the possibility of going further, for they can feel
elaborated on those first methods and adapted them to the issues and things that I can’t even see.” He had discovered a new way forward with
conditions of today’s business environment. Some of us have specialized in them, working from their experience and perceptions rather than from his own.
teaching managers to coach, others have acted as independent coaches for Good coaching, and good mentoring for that matter, can and should take a
executives and for business teams. Although we are competitors with one performer beyond the limitations of the coach or mentor’s own knowledge.
another in the field, we remain close friends and not infrequently work
In practice and in business, mentoring has by and large come to be used
together. This in itself speaks highly of the method, for it was Tim Gallwey
interchangeably with coaching. I quote from David Clutterbuck’s book
who suggested that your opponent in tennis is really your friend if he makes
Everyone Needs a Mentor:
you stretch and run. He is not a friend if he just pats the ball back to you, as
that will not help you to improve your game, and isn’t that what we are all
trying to do in our different fields?
“In spite of the variety of definitions of mentoring (and the variety of names it is
Although Tim Gallwey, my colleagues in Performance Consultants and many given, from coaching or counselling to sponsorship) all the experts and
others who now practice coaching in the business arena all cut our teeth in communicators appear to agree that it has its origins in the concept of
sport, coaching in sport itself has changed little overall. It remains rooted in apprenticeship, when an older, more experienced individual passed down his
old behavioural models and is instruction based. It is at least a decade behind knowledge of how the task was done and how to operate in the commercial
in terms of the methodology of coaching in business today. That is because world.”
when we introduced coaching into business 20 years ago, the word was new
to business and did not bring with it the baggage of a long history of past
practice. We were able to introduce new concepts without having to fight any Eric Parsloe, in his book Coaching, Mentoring and Assessing, does make a
old ones associated with coaching. slight distinction by suggesting that coaching is:
That is not to say that we met no resistance to coaching in business; we still
do at times from people who have remained strangely insulated from or blind
to the changes in values, beliefs, attitudes and behaviours. Coaching as a “directly concerned with the immediate improvement of performance and
practice in business now is here to stay, although the word itself might development of skills by a form of tutoring or instruction. Mentoring is always
disappear as its associated values, beliefs, attitudes and behaviours become one step removed and is concerned with the longer-term acquisition of skills in
the norm for everyone. For the time being some definition remains in order. a developing career by a form of advising and counselling.

I advocate an advising or counselling format as in Parsloe’s mentoring, as

Mentoring
opposed to instruction, but I apply it was equal validity and effect to immediate
Finally, since I am defining coaching, I should perhaps mention mentoring, performance improvement and to skill development, both short and long term.
another word that has crept into business parlance. The word originates from It can be ‘hands on’ and it can be ‘one step removed’; either way I call it
Greek mythology, in which it is reported that Odysseus, when setting out for coaching. Whether we label it coaching, advising, counselling or mentoring, if
Troy, entrusted his house and the education of his son Telemachus to his done well, its effectiveness will depend in large measure on the manager’s
friend, Mentor. “Tell him all you know,” Odysseus said, and thus unwittingly beliefs about human potential.
set some limits to mentoring.

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Potential only Fred’s performance, not potential. If he gives the task to Jane instead,
which is expedient and understandable, the manager reinforces or validates
The expressions ‘to get the best out of someone’ and ‘your hidden potential’
Fred’s shell and increases its strength and thickness. He needs to do the
imply that more lies within the person waiting to be released. Unless the
opposite, to help Fred venture outside his shell, to support or coach him to
manager or coach believes that people possess more capability than they are
success with task B.
currently expressing, he will not be able to help them express it. He must
think of his people in terms of their potential, not their performance. The To use coaching successfully we have to adopt a far more optimistic
majority of appraisal systems are seriously flawed for this reason. People are view than usual of the dormant capability of people, all people.
put in performance boxes from which it is hard for them to escape, either in Pretending we are optimistic is insufficient because our genuine beliefs are
their own eyes or their manager’s. conveyed in many subtle ways of which we are not aware.
To get the best out of people, we have to believe the best is in there – but how
do we know it is, how much is there, and how do we get it out? I believe it is
Application
there, not because of any scientific proof but simply from having to find
reserves I did not know I had while competing in professional sport, and from When and where do we use coaching and for what? Here are some of the
observing how people exceed all their own and others’ expectations when a more obvious opportunities to apply coaching at work:
crisis occurs. Ordinary people like you and I will do extraordinary things when
we have to . For example, who would not produce superhuman strength and Motivating staff Appraisals and assessments
courage to save their child? Delegating Task performance
The capacity is there, the crisis is the catalyst. But is crisis the only catalyst? Problem solving Planning and reviewing
And how long are we able to sustain extraordinary levels of performance?
Some of this potential can be accessed by coaching, and performance can be Relationship issues Staff development
sustainable, perhaps not at superhuman levels but certainly at levels far Team building Team working
higher than we generally accept.

The list is endless, and the opportunities can be tackled by using a highly
Experiment structured approach, the formal coaching session. The coach/manager can
That our beliefs about the capability of other have a direct impact on their equally choose to retain a degree of structure but be less formal – superficially
performance has been adequately demonstrated in a number of experiments it might sound like a normal conversation and the term coaching might not be
from the field of education. In these tests teachers are told, wrongly, that a used. Far more pervasive than either of these uses, and perhaps more
group of average pupils are either scholarship candidates or have learning important, are the continuous awareness and employment of the underlying
difficulties. They teach a set curriculum to the group for a period of time. principles of coaching during the many brief daily interactions that occur
Subsequent academic tests show that the pupils’ results invariably reflect the between manager and staff. In these cases we would not describe the
false beliefs of their teachers about their ability. It is equally true that the interaction as coaching, and it might consist of no more than a single
performance of employees will reflect the beliefs of their managers. sentence – probably a question. However, the wording, the intention and the
effect of that sentence would be different. Here is an example:
For example, Fred sees himself as having limited potential. He feels safe only
when he operates well within his prescribed limit. This is like his shell. His
manager will only trusts him with tasks within his shell. The manager will give An employee, Sue is working on a task that had been discussed and agreed
him task A, because he trust Fred to do it and Fred can. The manager will not with her manager the previous week. She has a problem and goes to find her
give him task B, because he sees this as beyond Fred’s capability. He sees manager:

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SUE: I did what we agreed but it isn’t working. Individual answers given by delegates on Performance Coaching programs
range from single figures to over 70 percent, but the average for any group
MANAGER: You must have done something wrong! Do it this way
turns out remarkably often to be about 40 percent.
instead…
No coaching there, but here is an alternative based on the coaching
principles: What evidence do you have to support your figure?
SUE: I did what we agreed but it isn’t working. The three most consistent answers are:
MANAGER: I just have to go and see George for a minute. See if you can … The things that people do so well outside the workplace.
find out exactly where and when the blockage occurs, and I’ll be back to help
… How well people respond in a crisis.
you find a solution.
… I just know I could be much more productive.
Ten minutes later when the manager returns:
SUE: I’ve got the solution, it’s working fine now.
What external and internal blocks obstruct the manifestation of the rest
MANAGER: Great. What did you do? Did it affect anything else? of that potential?
SUE: This was the problem, and I got round it like this… There are no other The external ones most frequently cited are:
effects, I checked them out.
… The restrictive structures and practices of my company.
MANAGER: Sounds fine to me. See what you can do when you try!
… The lack of encouragement and opportunity.
The manager’s sentence, not even a question this time although an implied
one – ‘See if you can find out exactly where and when the blockage occurs’ – … The prevailing management style of the company/my boss.
embraces the two key principles of coaching – AWARENESS and
RESPONSIBILITY. Also in this brief interaction the manager showed no
blame or irritation, presented himself as a partner in the cause, and at the end The single universal internal block is unfailingly the same, variously described
reminded Sue that she had solved the problem herself and that she is more as fear of failure, lack of confidence, self-doubt and lack of self-belief.
capable than she thinks. I have every reason to suspect that this last answer is true. It is certainly true
I have argued the importance of managers recognizing the potential that lies for me. In a safe environment people tend to tell the truth about themselves.
within everyone they manage and of treating them accordingly. It is, however, If lack of confidence and so on is perceived to be true, then in effect it
becomes the case anyway. The logical response would be to put every effort
even more importance for people to recognize their own hidden potential. We
into building employees’ self-belief and coaching is tailor made for that, but
all believe we could do better to some extent, but do we really know what we
many business people are anything but logical when the need for a change in
are capable of? How often do we hear or make comments such as ‘Yes, she management behaviour is raised. They far prefer to hope for, look for, pay for
is far more capable than she thinks’? or even wait for a technical or structural fix, rather than adopting a human or
In bold below are three revealing questions that I invite you to ask and psychological performance improvement, however straightforward it may be.
answer, before you read the answers underneath each. There is another reason as well.

What percentage of people’s potential manifest itself in the workplace Building others’ self-belief demands that we release the desire to control them
on average? or to maintain their belief in our superior abilities. One of the best things we
can do for them is to assist them in surpassing us. Children’s most
memorable and exciting moments are often the first occasions on which they
beat a parent at a game of skill. That is why in the early days we sometimes

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allow them to win. We want our children to overtake us and we are proud
when they do – would that we could be so proud when our staff do the same!
We can only gain, through their greater performance and from the satisfaction
of watching them and helping them grow. However, all too often we are afraid
of losing our job, our authority, our credibility or our own self-belief.

Self-Belief

Since self-belief is key to the manifestation of potential and performance, it is

imperative to build a track record of successes. Nothing succeeds like
success. In coaching it is paramount that the coachee produces the desired
results from the coaching session, without fail. It is incumbent on coaches to
understand this and ensure that they have helped the coachee to optimal
clarity and commitment to action, including pre-empting all obstacles.
Coaches are often afraid to pursue a coachee to certain success because
they fear being seen as aggressive. Nevertheless, coaching that does not
result in success – and the coachee’s own recognition of that success – will
only cause a reduction in self-belief and undermine the primary objective of
the coaching.
For people to build their self-belief, in addition to accumulating successes they
need to know that their success is due to their own efforts. They must also
know that other people believe in them, which means being trusted, allowed,
encouraged and supported to make their own choices and decisions. It
means being treated as an equal, even if their job has a lesser label. It means
not being patronised, instructed, ignored, blamed, threatened or denigrated by
word or deed. Unfortunately, much generally expected and accepted
management behaviour embodies many of these negatives and effectively
lowers the self-esteem of those being managed.
Coaching is an intervention that has as its underlying and ever-present goal
the building of others’ self-belief, regardless of the content of the task or issue.
If managers bear this principle in mind and act on it persistently and
authentically, they will be staggered by the improvement in relationships and
in performance that result.
Coaching is not merely a technique to be wheeled out and rigidly applied in
certain prescribed circumstances. It is a way of managing, a way of treating
people, a way of thinking, a way of being. Roll on the day when the word
coaching disappears from our lexicon altogether, and it just becomes the way
we relate to one another at work, and elsewhere too.

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