ABSTRACT
Knowing something and doing something about it are two different things. People may have gained great insights into their behavior as a result of their coaching sessions, but applying these insights to improve performance is another matter entirely. Sponsors of coaching initiatives who ask: “What are they doing differently as a result of coaching?” are really asking about evaluating application. Evaluations often go no further than application. For most business leaders and sponsors, the real question on their minds is whether they got value for their investment. Seeing people behaving in a more effective way as a result of coaching may be as meaningful to some business leaders as on ROI. These leaders will take the leap of faith and agree that these more effective behaviors will increase business performance. Such was the case with the sales and marketing leader at Frontier Manufacturing.
