Suggested Learning Projects:
→ Peer-to-Peer Coaching: Assign the representative to meet with one peer in the coming week to interview them on their book of business.
What tactics or strategies does their peer take when working on their
book of business? What progress have they made in their work on their
book of business and how did they get to where they are now? What
takeaways from the conversation can this person use in their own work
on their book of business? The representative you are coaching should
be prepared to discuss their findings at your next coaching session.
→ Tangible Successes: Ask the representative to come back to your next coaching session with three examples of work that they did on
their book of business during the week. What change did they notice in
their relationship with the business they are managing and what actions
did they take to build their book of business?
Supplemental Coaching Strategies:
→ 30-Second Coaching: Take 30 seconds out of your day to verbally acknowledge improvement in the representative’s book of business.
Let them know specifically what actions you observed them taking and
how their actions will be beneficial to them in their work with their book
of business.
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