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Author Cates, Karen L., author

Title Leader as coach : restoring employee motivation and performance. (B) / Karen L. Cates, Brenda Ellington Booth
Published London : Kellogg School of Management, 2019
Online access available from:
Sage Business Cases    View Resource Record  


Description 1 online resource
Series SAGE Business Cases
SAGE Business Cases
Summary Kiera, a young, enthusiastic sales rep, was recently promoted to manager of a sales team of five. In her first year on the job, she tackled a major revamp of the company's outdated training materials and organized a regional conference for her area, but neither her boss nor corporate seemed to appreciate the work she had been doing. Without support or guidance from her boss, Kiera was confused. What was she supposed to do? Parts A and B of the case present two different perspectives on coaching. Part B describes how Kiera started to learn the "coach approach" to managing her team with the continued guidance of her executive coach. She learned to apply the same skills that her coach used with her in Part A to diagnose her team, share feedback, and communicate expectations. She was learning how to listen and ask thoughtful questions, but she also needed to expand her awareness to "other-management" and build her own coaching skills to enhance her team's performance
Notes Originally Published InCates, K. L., and Booth, B. E. (2019). Leader as Coach: Restoring Employee Motivation and Performance (B). 5-418-750(B). Evanston, IL: Kellogg School of Management, Northwestern University
Bibliography Includes bibliographical references and index
Notes Description based on XML content
Subject Employee motivation -- Case studies
Employees -- Coaching of -- Case studies
Executive coaching -- Case studies
Sales management -- Case studies.
Employee motivation.
Employees -- Coaching of.
Executive coaching.
Sales management.
Genre/Form Case studies.
Form Electronic book
Author Booth, Brenda Ellington, author
ISBN 152972449X