Food Shippers of America - Spring/Summer 2017 - 84

employees, engaging employees,
helping employees solve and guiding
employees to achieve.
1. Connect with employees - Skills:
acknowledge and validate
The starting point for all great coaching
is connection - building a rapport
between coach and employee. Two of
the most powerful coaching connection
skills are acknowledgement and
validation. Acknowledgement
refers to making time to look at your
employees and focus on them, hear
and understand what they say, think
and feel. Validation allows them to
have their feelings and thoughts. It
isn't agreeing or judging the feeling,
action or thought; rather, it is simply
identifying that you understand and
respect their perspective.
Think of how being noticed and
heard makes someone feel. Coaches
take the time to listen, acknowledge
their employees and allow them to
have their perspectives, feelings
and thoughts. The value in this,
other than treating your people like
people, is that the more employees
feel heard, the more they share.
Acknowledging and validating creates
rapport with employees so you can
then do what coaches do best - ask
empowering questions.

customers and your business than those
on the front line? Therefore, shouldn't
more of the communication you have
with your employees be in the form of
questions? Not only do questions help
you gather meaningful information
about every aspect of the business, but
questions activate employee thinking
and create employee accountability.
Gallup Organization studies share that
52 percent of employee are disengaged
in the workplace. Said another way,
these employees do just enough not
to get fired. Much of the reason for
this average level of performance
is that employees are not routinely
asked to contribute or to share their
perspectives. By asking questions,
you actively involve your employees,
activate their thinking, get them to use
their talents and greatest abilities, and
encourage them to make commitments
and own their work.
Tune in, pay attention to the situation
and train yourself to ask more than tell.
Activate your employees' thinking and
in turn expand their involvement and
accountability; in the process, they feel
heard, important and encouraged to use
more of what they know.

"Bill, I can see you are disappointed.
Anyone would be disappointed after
having put that much work into the
proposal and not getting selected as
the supplier."

3. Help employees solve - Skills:
imagining and brainstorming
Once you get your employees thinking
by using great questions, help them
learn to solve more creatively by guiding
them to imagine and brainstorm. Help
them learn to invent several options to
each challenge or situation instead of
waiting for your solution or proposing
only one idea. There is a great adage
that says, "The best way to have a great
idea is to first have a lot of ideas." By
encouraging employees to imagine new
solutions by brainstorming options,
you help them grow, feel valuable, feel
heard and become part of the solution.

2. Engage employees - Skills:
empowering questions
After connection comes engagement -
getting employees more involved. It has
been noted and studied that managers
tell significantly more than they ask.
Consider: Who knows more about your

A way to inspire employees to imagine
and brainstorm is simply to ask the
questions, "What could make this
better?" or, "What could you do to make
this better?" Or, simply require that
whenever your team approaches any
task or challenge, they first brainstorm

Here is what acknowledgement and
validation sounds like:
"Bill, I see you have been putting in
extra time this week to be sure our
inventory count goes well. Thank you
for the extra effort."

84

| SPRING/SUMMER 2017

ideas to give themselves options. Think
how this improves employees' sense of
ownership as they have a greater voice in
the ideas and solutions.
4. Guide employees to achieve: Skills:
summarizing and bottom-lining
The goal of shifting from managing
to coaching is to activate greater
achievement and performance.
Connecting, engaging and solving have
given you a more committed, thinking
and present employee. From this
improved and expanded relationship
has come greater ideas. Summarizing
and bottom-lining are coaching skills
that help employees move their ideas
into action. Helping employees by
asking, "What is the best option and
what is the best way to implement it?"
or, "Which ideas do you feel get to the
best solution and how should they
be implemented?" or even, "Rank the
options from most effective to least
effective, or summarize your ideas for
our meeting on Tuesday," are examples
of summarizing and bottom-lining. Coach
your employees to achieve.
Before you can activate the performance
power of your employees, you have to
be able to connect, acknowledge and
validate them. The improved personal
relationship prepares you to engage them
by asking more information-gathering
and accountability-inspired questions ,
to get them to expand what they notice,
consider and think about. With expanded
information, coach employees to solve
with greater ideas - use imagining and
brainstorming to expand their options.
And with expanded options, get them to
achieve by focusing on implementation
of the best choices by summarizing and
bottom-lining. This requires coaching. ■
Jay Forte, MBA, CPC, ELI-MP, a former
financial executive, is now a business and
motivational speaker, certified workplace
and CEO coach, author and nationally ranked
thought leader. As president and founder
of The Greatness Zone LLC, he provides
talent and strength-based tools to help
organizations achieve extraordinary results.
This article appeared in Northeast Pool and
Spa Association's The Edge magazine.



Table of Contents for the Digital Edition of Food Shippers of America - Spring/Summer 2017

President’s Letter
Filling the Supply Chain Talent Gap
Expanded Panama Canal = Expanded Options
Capacity Concerns
FAST Act Impact
Cooperative Effort Provides Safe Havens for Drivers
Elaine Chao Returns to Washington as Secretary of Transportation
Industry Forecast
Regulatory Update
Is Your RFP Built to Source the Right ELD Solution?
Top 10
FSA Annual Conference
Retail Trends
As the World Returns
Stop Managing, Start Coaching
A B.O.L.D. Approach to Succeeding in an Unpredictable Business World
People Problems Prevented
Batory Food
Bongards Creameries
Operation Blessing
Ruiz Food Products, Inc.
Save-A-Lot
Scotlynn
Sun-Maid
FSA Members
In the News…
Index of Advertisers
Food Shippers of America - Spring/Summer 2017 - intro
Food Shippers of America - Spring/Summer 2017 - cover1
Food Shippers of America - Spring/Summer 2017 - cover2
Food Shippers of America - Spring/Summer 2017 - 3
Food Shippers of America - Spring/Summer 2017 - 4
Food Shippers of America - Spring/Summer 2017 - 5
Food Shippers of America - Spring/Summer 2017 - 6
Food Shippers of America - Spring/Summer 2017 - 7
Food Shippers of America - Spring/Summer 2017 - 8
Food Shippers of America - Spring/Summer 2017 - 9
Food Shippers of America - Spring/Summer 2017 - 10
Food Shippers of America - Spring/Summer 2017 - President’s Letter
Food Shippers of America - Spring/Summer 2017 - 12
Food Shippers of America - Spring/Summer 2017 - 13
Food Shippers of America - Spring/Summer 2017 - Filling the Supply Chain Talent Gap
Food Shippers of America - Spring/Summer 2017 - 15
Food Shippers of America - Spring/Summer 2017 - 16
Food Shippers of America - Spring/Summer 2017 - 17
Food Shippers of America - Spring/Summer 2017 - 18
Food Shippers of America - Spring/Summer 2017 - 19
Food Shippers of America - Spring/Summer 2017 - 20
Food Shippers of America - Spring/Summer 2017 - 21
Food Shippers of America - Spring/Summer 2017 - Expanded Panama Canal = Expanded Options
Food Shippers of America - Spring/Summer 2017 - 23
Food Shippers of America - Spring/Summer 2017 - 24
Food Shippers of America - Spring/Summer 2017 - 25
Food Shippers of America - Spring/Summer 2017 - 26
Food Shippers of America - Spring/Summer 2017 - 27
Food Shippers of America - Spring/Summer 2017 - 28
Food Shippers of America - Spring/Summer 2017 - 29
Food Shippers of America - Spring/Summer 2017 - 30
Food Shippers of America - Spring/Summer 2017 - 31
Food Shippers of America - Spring/Summer 2017 - Capacity Concerns
Food Shippers of America - Spring/Summer 2017 - 33
Food Shippers of America - Spring/Summer 2017 - 34
Food Shippers of America - Spring/Summer 2017 - 35
Food Shippers of America - Spring/Summer 2017 - 36
Food Shippers of America - Spring/Summer 2017 - 37
Food Shippers of America - Spring/Summer 2017 - 38
Food Shippers of America - Spring/Summer 2017 - 39
Food Shippers of America - Spring/Summer 2017 - 40
Food Shippers of America - Spring/Summer 2017 - 41
Food Shippers of America - Spring/Summer 2017 - FAST Act Impact
Food Shippers of America - Spring/Summer 2017 - 43
Food Shippers of America - Spring/Summer 2017 - 44
Food Shippers of America - Spring/Summer 2017 - 45
Food Shippers of America - Spring/Summer 2017 - 46
Food Shippers of America - Spring/Summer 2017 - Cooperative Effort Provides Safe Havens for Drivers
Food Shippers of America - Spring/Summer 2017 - 48
Food Shippers of America - Spring/Summer 2017 - 49
Food Shippers of America - Spring/Summer 2017 - 50
Food Shippers of America - Spring/Summer 2017 - Elaine Chao Returns to Washington as Secretary of Transportation
Food Shippers of America - Spring/Summer 2017 - 52
Food Shippers of America - Spring/Summer 2017 - 53
Food Shippers of America - Spring/Summer 2017 - 54
Food Shippers of America - Spring/Summer 2017 - Industry Forecast
Food Shippers of America - Spring/Summer 2017 - 56
Food Shippers of America - Spring/Summer 2017 - 57
Food Shippers of America - Spring/Summer 2017 - Regulatory Update
Food Shippers of America - Spring/Summer 2017 - 59
Food Shippers of America - Spring/Summer 2017 - 60
Food Shippers of America - Spring/Summer 2017 - 61
Food Shippers of America - Spring/Summer 2017 - 62
Food Shippers of America - Spring/Summer 2017 - Is Your RFP Built to Source the Right ELD Solution?
Food Shippers of America - Spring/Summer 2017 - 64
Food Shippers of America - Spring/Summer 2017 - 65
Food Shippers of America - Spring/Summer 2017 - 66
Food Shippers of America - Spring/Summer 2017 - Top 10
Food Shippers of America - Spring/Summer 2017 - 68
Food Shippers of America - Spring/Summer 2017 - FSA Annual Conference
Food Shippers of America - Spring/Summer 2017 - 70
Food Shippers of America - Spring/Summer 2017 - 71
Food Shippers of America - Spring/Summer 2017 - 72
Food Shippers of America - Spring/Summer 2017 - 73
Food Shippers of America - Spring/Summer 2017 - Retail Trends
Food Shippers of America - Spring/Summer 2017 - 75
Food Shippers of America - Spring/Summer 2017 - 76
Food Shippers of America - Spring/Summer 2017 - 77
Food Shippers of America - Spring/Summer 2017 - As the World Returns
Food Shippers of America - Spring/Summer 2017 - 79
Food Shippers of America - Spring/Summer 2017 - 80
Food Shippers of America - Spring/Summer 2017 - 81
Food Shippers of America - Spring/Summer 2017 - 82
Food Shippers of America - Spring/Summer 2017 - Stop Managing, Start Coaching
Food Shippers of America - Spring/Summer 2017 - 84
Food Shippers of America - Spring/Summer 2017 - 85
Food Shippers of America - Spring/Summer 2017 - A B.O.L.D. Approach to Succeeding in an Unpredictable Business World
Food Shippers of America - Spring/Summer 2017 - 87
Food Shippers of America - Spring/Summer 2017 - People Problems Prevented
Food Shippers of America - Spring/Summer 2017 - 89
Food Shippers of America - Spring/Summer 2017 - 90
Food Shippers of America - Spring/Summer 2017 - 91
Food Shippers of America - Spring/Summer 2017 - 92
Food Shippers of America - Spring/Summer 2017 - Batory Food
Food Shippers of America - Spring/Summer 2017 - 94
Food Shippers of America - Spring/Summer 2017 - Bongards Creameries
Food Shippers of America - Spring/Summer 2017 - 96
Food Shippers of America - Spring/Summer 2017 - Operation Blessing
Food Shippers of America - Spring/Summer 2017 - 98
Food Shippers of America - Spring/Summer 2017 - Ruiz Food Products, Inc.
Food Shippers of America - Spring/Summer 2017 - 100
Food Shippers of America - Spring/Summer 2017 - Save-A-Lot
Food Shippers of America - Spring/Summer 2017 - 102
Food Shippers of America - Spring/Summer 2017 - Scotlynn
Food Shippers of America - Spring/Summer 2017 - Sun-Maid
Food Shippers of America - Spring/Summer 2017 - FSA Members
Food Shippers of America - Spring/Summer 2017 - 106
Food Shippers of America - Spring/Summer 2017 - In the News…
Food Shippers of America - Spring/Summer 2017 - Index of Advertisers
Food Shippers of America - Spring/Summer 2017 - 109
Food Shippers of America - Spring/Summer 2017 - 110
Food Shippers of America - Spring/Summer 2017 - cover3
Food Shippers of America - Spring/Summer 2017 - cover4
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