Suggested Activities:
→ Whiteboard Coaching: On the very top of a whiteboard, ask the
individual to define what they believe is expected of them by the
company regarding following up with cold calls so that the risks from
earlier in your conversation can be mitigated. On the left side, write
down the risks discussed earlier in the conversation for the salesperson,
the company, and the client, writing them in a vertical list with an arrow
pointing downward between each statement. This signifies the
waterfalls that are the risks associated with timid follow up to cold calls.
On the right side of the board, work together to define what mitigating
each of those risks specifically looks like, and the actions they must
take to do so.
Suggested Learning Projects:
→ Tangible Successes: Ask the individual to come back to your next
coaching session with three examples of follow up to a cold call. What
were the specific steps taken in these situations, and what was the
outcome? Did they feel confident in their interaction with the client?
Why or why not?
→ Peer-to-Peer Coaching: Assign your coaching target to meet with a
new peer each week to discuss their strategies for following up with cold
calls. What tactics do their peers have in place that the individual you
are coaching could put into practice themselves? They should also
discuss the challenges they face when following up with cold calls and
how they specifically address those challenges. What strategies have
their peers found the most success with and why?
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