Suggested Learning Projects:
→ Peer-to-Peer Coaching: Ask the representative to meet with two of
their peers during the coming week to discuss successful strategies that
their peers have in place for reaching their weekly or monthly sales
goals. What can the representative you arecoaching take from their
discussions and implement in their own improvement strategy? How will
these discussions with their peers positively impact their development?
→ Self-Directed Learning: Assign the representative to come back to
your next coaching session with three examples of positive steps taken
toward addressing the feedback from the start of your coaching session.
Discuss how their response to feedback will help launch them toward
reaching their sales goals.
Supplemental Coaching Strategies:
→ Journal-Based Coaching: Ask the representative to keep a journal
through the improvement process. The goal is for them to have a place
to note their successes (what is working best for them and why) as well
as their challenges (what hasn’t worked and why they think it may not
have). It gives your coaching target a place to strategize and keep track
of their progress.
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