Suggested Learning Projects:
→ Self-Directed Learning: Ask the person you are coaching to come
back to your next coaching session with three specific examples of
actions they actually took during the week to practice the defined
expectations of becoming a great salesperson.
→ Journal-Based Coaching: Have the employee journal about their
efforts during the week to work toward becoming a great salesperson.
How do they think their actions specifically made them better, and how
do they plan to carry those actions through in their future sales far
beyond this week? Ask them to explain in their journal entries how their
efforts specifically helped them get closer to reaching their goals.
Supplemental Coaching Strategies:
→ Observational Coaching: Ask the salesperson you are coaching to
observe their peers and to take note of what makes them each great at
what they do. How do their observations of their peers correlate to the
defined expectations that you had discussed at the start of your
coaching session? What takeaways from their observations of their
peers can the person you are coaching put into practice in their own
practices?
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