Definition : Individual coaching
The aim of individual coaching is to provide personalized support for the members of a sales team. Coaching is a complement to ongoing training, helping to strengthen weak points and identify strengths in individual sales reps.
1. A person-centred process
The primary aim of individual coaching is to support people in their personal and/or professional development. The coach adapts his or her intervention methods and tools to the needs, expectations and context of the person being coached. Each session is therefore unique and specific to the individual concerned.
2. Precise, measurable objectives
During initial meetings with the coach, the individual defines concrete objectives that he or she wishes to achieve through coaching. These objectives must be SMART, i.e. Specific, Measurable, Attainable, Realistic and Time-bound. This enables progress to be measured in concrete terms, and motivation to be maintained throughout the process.
3. A solution-focused approach
Unlike certain types of coaching, which can focus on analyzing problems and their origins, individual coaching is more solution-oriented. The aim is to identify the resources and skills the coachee has at his or her disposal to overcome difficulties and achieve goals.
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4. In-depth work
Individual coaching is more than just a verbal exchange. The coach uses specific techniques and tools (questioning, feedback, role-playing, etc.) to help the individual become aware of his or her obstacles, limiting beliefs or ineffective operating patterns. This awareness enables the necessary changes to be made to move forward.
5. A voluntary approach
It is essential that the person being coached has made the choice to engage in individual coaching. This work of personal and/or professional development requires motivation, involvement and openness to change. Sincere and voluntary adherence to the objectives and process will ensure more convincing and lasting results.
6. The notion of co-responsibility
In individual coaching, coach and coachee work together in a relationship of co-responsibility. The coach provides expertise, techniques and support, while the coachee is responsible for his or her own actions, choices and commitments to change.
7. Confidentiality
Confidentiality is an essential pillar of individual coaching. The coach undertakes to maintain professional secrecy concerning the information and exchanges that take place during coaching sessions. This guarantee of confidentiality helps to create a climate of trust and openness that is conducive to work and the desired changes.
8. Ethics
Coaching professionals must abide by a code of ethics that defines the rules and values governing their practice. These principles include respect for the autonomy and free will of the person being coached, as well as ongoing training for coaches to keep their skills up to date.
9. Limited duration
Individual coaching is not designed to be a never-ending process. Most of the time, a few sessions (6 to 15 on average) are enough to address a specific issue and achieve specific goals. The frequency and overall duration of coaching can vary according to individual needs and pace.
10. Evaluation of results
At the end of the one-to-one coaching process, aresults assessment phase provides a concrete measure of the progress made and the changes brought about by the coaching. This can take the form of discussions with the coach, evaluation questionnaires or role-playing exercises to highlight the progress made.
