Representative Not Reaching Sales Goals
Suggested Strategy: Utilize a Present & Respond question to incite
positive thinking as it relates to the representative participating in
creating an improvement strategy.
Suggested Questions:
→ Present & Respond: Hypothetically, if I were to share with you that you
need to become more deliberate in working to reach your weekly or
monthly sales goals, how do you think you would positively respond to
that feedback?
→ Self-Actualized Question: What actions do you think you would take in
response to that feedback? How can I work with you to make those
improvements possible?
Suggested Activities:
→ Whiteboard Coaching: Through visual analysis, compare the
representative’s current strategies for reaching sales goals with the ideal
behaviors that will positively contribute to their success in reaching these
goals. On the left side of a whiteboard, write down the representative’s
description of how they currently approach their weekly or monthly sales
goals. On the right side of the board, ask them to describe what the
ideal approach to reaching weekly or monthly sales goals would be for
someone in their position. Erase the left side of the board and work
together to create a specific action plan that they can put into place.
Made with FlippingBook Ebook Creator