Suggested Learning Projects:
→ Whiteboard Coaching Follow-Up: Assign the individual to come back
to your next coaching session with the five hash marks from the
Whiteboard Coaching activity filled in with five actions that they must
take to reach the definition on the right side of the board. They should
describe with each of those strategies how they can implement them in
their real sales conversations with clients.
→ Peer-to-Peer Coaching: Assign your coaching target to meet with a
peer once per week to practice their upselling and cross-selling
strategies in a role play environment. They should practice both sides of
the conversations with their peers, as the employee and as the client.
The individual should ask their peer for feedback after each practice
conversation on what they did well and what they could still practice
further. The individual should email you after each peer meeting,
copying that respective peer on the email, sharing the feedback they
were given, what type of upselling or cross-selling skill they practiced,
and how they plan to improve on those areas they may still be struggling
with going forward.
Supplemental Coaching Strategies:
→ Observational Coaching: Ask the individual to observe their peers as
they engage in sales conversations with their clients. What strategies
do their peers have in place that differ from the strategies that the
individual is learning? What is successful for their peers, and what is
less successful? What takeaways from their observations could the
individual put into practice on their own in upselling and cross-selling?
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