Suggested Learning Projects:
→ Peer to Peer Coaching: Have your employee sit down once per week with the employee introduced in Activity #2 and observe their
interactions with members. While observing, your employee is to take
notes of what their peer does well in their interactions and sales
discussions, and what they maybe could improve on and why. They
should then discuss with their peer their observations.
→ Journal-Based Coaching : Your employee should keep a journal noting any observations that they make in their own conversation with
members using open-ended questions. They should keep track of what
seems to work, what doesn’t, and why or why not. Be prepared to
discuss the journal entries at your next coaching session.
Supplemental Coaching Strategies:
→ 30-Second Coaching: Take 30 seconds out of your day to let the employee know when they have a good sales conversation with a
member using open-ended questions in their discussion. Let them
know exactly what they said and why it was a positive use of open-
ended questioning.
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