ROI for Coaching

“What can I expect in return when I invest in coaching?” Unlike engineering or production, the figures are not that easy to predict or measure with instruments. It depends on how much unrealised potential you believe exists and how committed you are to releasing it. If you want a crystal ball of the future and guarantees of returns, you close down the possibilities of what could emerge.

This is best illustrated with a case study. In a recent coaching assignment, 8 branch managers were selected for coaching. During the coaching process one branch manager, let’s call him Jeff, asked a sales manager where a certain sales representative, Zodwa, was. His only reply was that she had absconded. Jeff was uncomfortable about the reply and visited the Zodwa at home, only to find her severely beaten and abused by her husband. Jeff arranged a meeting with the husband to explain the whole process the job entails. The husband was worried that his wife would have an affair and leave him. Jeff asked for some time to work with the representative and to give it one more chance. Jeff mentored and paid special attention to the Zodwa and within a month she was earning R16000.00 in commission. The business this one representative generated paid for the whole coaching assignment.

This case illustrates that there was no way we could have predicted that scenario in our ROI discussions up front. Coaching creates the space for solutions to evolve but we are awake and aware enough to respond in a new way. ROI with coaching depends on you. Coaches provide the stimulus for extraordinary things to happen.