Coaching and Performance Management: Werner & Desimone (2006) 1

Coaching and
Performance
Management
Chapter 7
Werner & DeSimone (2006) 1

Thoughts for Discussion
• Most employees already know what they
should do and how to do it.
• Performance management is simply a matter of
expecting tasks to be done correctly and on
time.
• If the problem does not go away, the employee
must be stupid, lazy, or have a “bad attitude.”
Therefore, punishment is called for.

The Need for Coaching
• Too many managers use a negative approach to
managing behavior
• Alternative: conflict avoidance – and overload
the good workers
• Sometimes the only time the supervisor talks to
a worker is when there is a problem

Coaching – A Positive
Approach
• An active and positive management approach
• Employees should know:
• What to do
• How to do it
• Problem solving
• Participative Management
• Workers have a voice in their work

Coaching and Performance
Management
• Performance appraisal
• The first step
• Performance management
• Employee goal setting
• Coaching
• Rewards
• Individual development

Definitions of Coaching
• No single accepted definition
• A mutual discussion leading to improved
performance and positive relationships
• A process to encourage employees to:
• Accept responsibility for their actions
• Achieve and sustain superior performance
• Work as partners in achieving organizational goals
and effectiveness

Supervisor’s Role in Coaching
A supervisor:
• Should be motivated to see the work group
succeed
• Can use all information on hand
• Has opportunity to coach and counsel
• Has authority to carry out coaching
• Is responsible for unit’s effectiveness

HRD Professional’s Coaching Role
• Provides training for coaches
• Provides training to correct performance
problems
• Provides organizational development support
• Coaching is an HRD intervention
Coaching to Improve Poor Performance
• Defining poor performance
• Responding to poor performance
• Conducting a coaching analysis
• Using the coaching discussion 8
Defining Poor Performance
• Definition: “Specific, agreed upon deviations
from expected behavior.”
• Performance must be evaluated against some
standard or expected level of performance
• Standards and expected levels of performance
must be known by the supervisor and the
worker

Deviant Workplace Behavior
• Production deviance
• Working slowly, leaving early
• Property deviance
• Sabotage, lying about hours worked
• Political deviance
• Showing favoritism, gossiping
• Personal aggression
• Harassment, abuse, stealing, etc.

Responding to Poor
Performance
• Causal Attribution Theory
• People assign causes to behavior
• Different actions are likely based on internal versus
external attributions
• Fundamental Attribution Error
• Assumes or attributes behavior comes from a cause
within a person
• Supervisor may overlook other causes

Coaching Analysis
• The process of analyzing the factors that
contribute to unsatisfactory performance
• Deciding on the appropriate response to
improve performance

Steps in Conducting Coaching Analysis

1. Identify the unsatisfactory employee performance.
2. Is it worth your time and effort to address?
3. Do subordinates know that their performance is not satisfactory?
4. Do subordinates know what is supposed to be done?

5. Are there obstacles beyond the employee’s control?
6. Does the subordinate know how to do what must be done?
7. Does a negative consequence follow effective performance?
8. Does a positive consequence follow nonperformance?

9. Could the subordinate do it if he or she wanted to?
13
Steps to Follow in Conducting a
Coaching Analysis
• Identify the unsatisfactory performance
• Decide if it’s worth YOUR time and effort
• Find out if the worker knows that their work is
not satisfactory
• Does the worker know what is to be done?

Coaching Analysis – 2
• Are there obstacles beyond the worker’s
control?
• Does worker know HOW to do the job?
• Does a negative consequence follow effective
performance?

Coaching Analysis – 3
• Does a positive consequence follow
nonperformance?
• Can the worker do the job if he/she wants to?
• Can the job or task be modified?
• What if the problem persists?

The Coaching Discussion
• Kinlaw’s Approach:
• Confronting or presenting
• Using reactions to develop information
• Resolving or resolution

The Coaching Discussion – 2
• The Fournies Approach:
• Get agreement with worker that a problem exists
• Mutually discuss alternative solutions to the
problem
• Mutually agree on actions to be taken
• Follow-up to measure results
• Recognize achievement when it happens

Critical Points for Both
• You need specific objectives or goals

• Goals must be mutually understood and agreed
upon

What if Coaching Fails?
• Transfer the employee to work that the
employee can do
• Terminate for substandard performance
• Have adequate documentation of coaching
efforts to support termination!

Maintaining Effective Performance and
Encouraging Superior Performance
• Must reward good performance

• Use:
• Goal Setting
• Job redesign
• Worker participation
• Job ownership

Manager-Coach Responsibilities
• Provide evaluation
• Self-evaluation can be difficult
• People often focus on their weaknesses
• Manager-coach can:
• see the big picture
• make suggestions for improvement
• reinforce company values
Skills Needed for Effective Coaching

• Communication skills
• Interpersonal skills
22
Communication Skills
• Writing
• Speaking
• Active listening
Writing Skills
 Acceptable grammar and spelling
 Clear and concise style
 Example: Facts, Discussion, Recommendation
(FDR)
23
Speaking Skills
• Specific and descriptive
• Focused on the issue at hand
• Polite and respectful
• Focused on the problem, not the person
• Objective, not based on feelings

Active Listening
• More than, “I hear you”
• Must listen for what the other person is trying
to say
• Specific techniques are needed
• It is NOT easy!
Interpersonal Skills
• Show respect for the individual
• Focus on the present and future
• Not on the past!
• Be objective
• Plan ahead
25
Interpersonal Skills – 2
• Affirm the efforts of others
• Be consistent
• Build trust
• Demonstrate commitment to and respect for
others
• Integrity, Integrity, Integrity!!!

Effectiveness of Coaching
• Hard to measure objectively
• Can be measured in many ways
• Some coaches ARE better than others
• Others need to keep working to improve their
coaching skills; good coaching skills can be
learned

Performance Appraisal
Interview
• Major source of employee feedback
• Gives employee the chance for feedback and
participation in the process
• Allows the coach to affirm his/her support
• Provides opportunity for constructive criticism –
both ways
• Focus on the problem, not the “personality”

Performance Appraisal
Interview – 2
• Time to mutually set next period’s goals and
objectives
• Provides mutually understood basis for
improvement

Training the
Supervisor/Appraiser
Effective training:
• Helps the appraiser to be credible
• Promotes acceptance of appraisal
• Helps provide accurate feedback
• Assists the supervisor in demonstrating support
for the employee

Organizational Support
• Organization needs to support their coaching
and performance management efforts
• Takes time, training, and money
• Needs to be part of the corporate culture
• Needs to be linked to compensation, rewards,
and promotion systems

Coaching in a Nutshell
• Worker participates in discussions
• Worker helps set goals for improvement
• Feedback is specific and behavioral
• Coaches are supportive and helpful
• Supervisor needs to know the worker’s job
• Coaches need support and training

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Coaching and

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Steps in Conducting Coaching Analysis

4. Do subordinates know what is supposed to be done?

7. Does a negative consequence follow effective performance?

8. Does a positive consequence follow nonperformance?

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• You need specific objectives or goals

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• Must reward good performance

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Skills Needed for Effective Coaching

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