Suggested Learning Projects:
→ Peer-to-Peer Coaching: Assign the individual to meet with one new
peer each week to discuss their successful strategies in setting up and
leveraging face-to-face meetings with customers and prospects. They
should discuss how their peers go about executing these meetings and
their consistency in doing so. After each of their peer discussions, have
the individual you are coaching email you (copying the person they just
met with on the email) and share any takeaways that they found to be
helpful and how they will implement what they learned in their own
strategy.
→ Tangible Successes: Have the individual come back to your next
coaching session with three examples of specific successful face-to-face
interactions with customers or prospects. They should be prepared to
discuss what their strategy was for setting up the meeting and what
specific steps they took to make the meeting successful.
Supplemental Coaching Strategies:
→ Non-Verbal Coaching: As the individual becomes more confident and
consistent in their face-to-face customer and prospect meetings, leave a
handwritten note at their workstation to share with them the actions they
have taken to make these improvements. Let them know how their
efforts are appreciated by you.
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