→ GOAL-Based Coaching: What does this person hope to become Great at in their position? What Opportunities might be afforded to this
person by becoming great? What Actions will this person need to take
in order to bring those opportunities within reach? What will this person
Love about reaching their goals? How will following through on
referrals from peers help this person reach their goals?
Suggested Learning Projects:
→ Tangible Successes: Ask the representative to come back to your next coaching session with three examples of referrals from peers that
they followed through with – what actions did they take, and what was
the impact that following through on that referral had on their
relationship with the person that sent them the referral or the
relationship with the person that was referred to them? What benefit
did they gain from following through with the referral? Be prepared to
discuss at your next coaching session.
Supplemental Coaching Strategies:
→ 30-Second Coaching: Take 30 seconds to verbally acknowledge effort applied by the representative toward making an improvement in
their follow through with referrals sent to them by their peers.
→ Non-Verbal Coaching: Leave the representative a note on their desk when you observe a positive conversation between the representative
and a peer that sent them a referral regarding the referral. Be specific
in letting them know what you observed in the conversation and the
benefits that this person might gain from the conversation.
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