Michigan-based Triad Performance Technologies, Inc. studied and evaluated the effects of a coaching intervention on a group of regional and district sales managers within a large telecom organization. The third party research study cites a 10:1 return on investment in less than one year.

The study found that the following business outcomes were directly attributable to the coaching intervention:

• Top performing staff, who were considering leaving the organization, were retained, resulting in reduced turnover, increased revenue, and improved customer satisfaction.
• A positive work environment was created, focusing on strategic account development and higher sales volume.
• Customer revenues and customer satisfaction were improved due to fully staffed and fully functioning territories.
• Revenues were increased, due to managers improving their performance and exceeding their goals.

Business and executive coaching can be defined as an intervention that occurs between people producing increased performance, change or results. Executive coaching is all about promoting increasing self-awareness, self-management, choice, competence and well being. It encourages and supports a shift in our thinking and behavior, taking it off "cruise control" and putting it into "manual operation".

With an external coach the focus is on the development of the person being coached. Effective coaching helps clients identify and strengthen the relationship between their own development and requirements of the business. There is a natural tension between these two streams that a coach can help clarify. By asking questions designed to examine assumptions and beliefs, the mental models of the person being coached are explored. This leads to double-loop learning where a person can improve not only performance, but emotional intelligence as well.