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February 2020
Supplement

Coaching Makena Lane

By: Ethan Bernstein

Video Supplement for "Coaching Makena Lane," product number 418-031. Videos include a collection of ~3 minute animated videos of 5 celebrity coaches answering the same 2 questions participants are asked in the teaching plan: 1. How would you evaluate Makena Lane’s... View Details

Keywords: Executive Coaching; Leadership Style; Performance Evaluation; Personal Development and Career

October 2017 (Revised October 2020)
Case

Coaching Makena Lane

By: Ethan Bernstein and Om Lala

Makena Lane has a gift for producing results, even in the challenging retail context of the 2010s, but she also has a knack for “ruffling some feathers” in the process. Recruited to a Fortune 500 grocery and pharmacy retailer after climbing to Associate Principal in... View Details

March 2013
Case

Coach Hurley at St. Anthony High School

By: Scott A. Snook and Bradley Lawrence

Coach Bob Hurley of St. Anthony High School is one of the winningest coaches in the history of high school basketball. At age 65, he has won more than 1,000 games and 25 New Jersey State Championships. His players come from the toughest streets in the country and yet... View Details

Keywords: Authentic Leadership Development; Authenticity; Sports; Coaching; Leadership; Leadership Style; Leadership Development; Groups and Teams; Sports Industry; Education Industry; New Jersey

July 2020
Case

Steve Kerr: Coaching the Golden State Warriors to Joy, Compassion, Competition, and Mindfulness

By: Francesca Gino and Jeffrey Huizinga

Steve Kerr, coach of the 3-time NBA champion Golden State Warriors, reflects on his values-driven leadership style in the wake of a challenging season. View Details

Keywords: Coaching; Values; Basketball; Agility; Leadership; Values and Beliefs; Diversity; Leadership Style; Sports

1997
Book

Coaching

Keywords: Teaching

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September 2024
Article

Sales Coaching and Value Creation

By: Frank V. Cespedes

Despite the prevalence of “coachability” in firms’ stated hiring criteria, managers over-estimate the amount of time they actually devote to coaching their people. For example, research indicates that only 15% of sales managers even spend as much as 25% of their time... View Details

Keywords: Competency and Skills; Employee Relationship Management; Management Practices and Processes

August 2005 (Revised December 2005)
Case

Coach Knight: The Will to Win

By: Scott A. Snook, Leslie A. Perlow and Brian DeLacey

Successful college basketball coach Bob Knight was fired from his long-time role as basketball coach at Indiana University and hired in the same role at Texas Tech. Considers these events in the context of his long career and provides a context for discussing various... View Details

Keywords: Resignation and Termination; Selection and Staffing; Leadership Style; Situation or Environment; Power and Influence; Sports; Indiana; Texas

August 2005 (Revised December 2005)
Case

Coach K: A Matter of the Heart

By: Scott A. Snook, Leslie A. Perlow and Brian DeLacey

Successful college basketball coach Mike Krzyzewski faces the decision whether to accept a lucrative offer to coach a professional basketball team or continue to coach at Duke University. Provides a context for discussing various styles of power, influence, and... View Details

Keywords: Power and Influence; Strategic Planning; Decisions; Personal Development and Career; Interpersonal Communication; Management Teams; Goals and Objectives; Decision Choices and Conditions; Sports Industry; North Carolina

10 Jan 2005
Research & Ideas

The Knowledge Coach

knowledge transfer depends on identifying not only what is to be transferred—but how. And the transfer will never take place without a willing, skillful coach and a receptive, able learner. Leonardo da Vinci notwithstanding, no one is an... View Details

Keywords: by Dorothy Leonard & Walter Swap

May 2019
Teaching Note

Coaching Makena Lane

By: Ethan Bernstein

Teaching Note for HBS No. 418-031. View Details

June 2005 (Revised October 2005)
Case

Coach Roy Williams: What Next? (A)

By: Thomas J. DeLong, Christoper Chang and Scott Schweitzer

Roy Williams, head coach of the Kansas University Men's Basketball Team, was facing a major decision. The recent resignation of the coach at the University of North Carolina (UNC) had lead to speculation that Williams, a UNC alumnus, would be named as its new coach.... View Details

Keywords: Decision Choices and Conditions; Resignation and Termination; Job Offer; Leading Change; Management Succession; Performance Improvement; Personal Development and Career; Sports; Kansas; North Carolina

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Research Summary

The timing of team leader coaching interventions

People who coach teams – including team leaders, senior members of an organization, and external consultants – must observe team dynamics and diagnose opportune moments to intervene. My dissertation, “The timing and type of team... View Details

July 2012
Supplement

Feedback and Coaching Workshop

By: Joshua D. Margolis and Anthony Mayo

November – December 1996
Article

The Executive as Coach

By: James Waldroop and Timothy Butler

Keywords: Management

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December 16, 2021
Article

Avoid a One-Size-Fits-All Approach to Sales Coaching

By: Frank V. Cespedes

Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify... View Details

Keywords: Salesforce Management; Training; Competency and Skills; Motivation and Incentives

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September 2016
Supplement

ZenRecruit: Sales Coaching and Performance Reviews

By: Mark N. Roberge

Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two... View Details

Keywords: Business or Company Management; Salesforce Management; Applications and Software; Employees; Performance Evaluation; Information Technology Industry; Retail Industry

September 2016 (Revised February 2017)
Case

ZenRecruit: Sales Coaching and Performance Reviews

By: Mark Roberge

Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two... View Details

Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Marketing; Entrepreneurship; Sales

17 Oct 2018
Research & Ideas

Pro Basketball Coaches Display Racial Bias When Selecting Lineups

valio84sl As the National Basketball Association kicks off its regular season this week, a recent study makes a surprising discovery: Coaches favor players of their own race, giving them slightly more playing time than might be expected.... View Details

Keywords: by Michael Blanding; Sports

July 2012
Teaching Note

Feedback and Coaching Workshop (TN)

By: Joshua D. Margolis and Anthony J. Mayo

April 2006
Teaching Note

Coach Knight: The Will to Win and Coach K: A Matter of the Heart (TN)

By: Scott A. Snook

Keywords: Sports; Competitive Strategy

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