На днях проводила коуч-сессию с клиентом, который недавно стал работать руководителем отдела продаж в крупной компании.

Предыстория. В его компании поменялось руководство. В результате начала внедряться новая корпоративная культура, стали обучать персонал, ввели индивидуальную премию для продажников вместо коллективной и т.д.

Запрос. Управленец сетовал на что, что ему хочется сформировать команду из своих сотрудников, наладить между ними коммуникации и т.д., но команда не получается, т.к. люди не хотят сотрудничать, каждый сам по себе и т.д. В то время как ему импонирует здоровая, дружественная атмосфера в коллективе, хочется отмечать вместе праздники, дни рождения и т.д. Он сетовал на то, что так хочется побыстрее провести изменения в отделе, сделать все по-другому. Но у него не получается. Поэтому ему нужно придумать, как можно «сдружить» коллектив.

Итог. Как человеку, который давно работает с бизнесом, мне было ясно, что он неправильно оценивает ситуацию и реальные потребности членов своего коллектива. Это легко понять, если вспомнить пирамиду потребностей Маслоу и определить, на каком уровне пирамиды находятся его подчиненные. Люди, которым поменяли руководство, корпоративную культуру, заменили коллективную премию на индивидуальную и которые не знают, какое вознаграждение они получат в конце месяца, просто скатились с высоких уровней пирамиды на низшие уровни – уровень материальных потребностей и уровень безопасности. В то время как управленец мечтает создать хорошую атмосферу в коллективе, т.е. думает на уровне социальных потребностей.

Я не посчитала правильным работать с клиентом в рамках классического коучинга. А познакомила его с пирамидой Маслоу, о которой, к слову сказать, он не знал. И потом, когда клиент проанализировал своих сотрудников с точки зрения их актуальных потребностей, он изменил запрос, перейдя от идеи наладить атмосферу в коллективе к мысли о необходимости донести до коллектива важность изменений, преимущества индивидуального стимулирования и о поиске новых способов повысить их результативность.

Да, мы могли начать изобретать велосипед и идти к тем же выводам в рамках классического коучинга. Но этого потребовало бы больших временных и финансовых ресурсов с его стороны. Только тут возникает вопрос: А зачем?

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