Suggested Learning Projects:
→ Observational Coaching: Assign the person to observe the selling styles of their peers throughout the coming week. By Friday, they
should email you with five takeaways from their peers’ selling styles that
they can put into practice in their own sales conversations.
→ Tangible Successes: Based on your coaching conversation, have the employee come back to your next coaching session with three
examples of successful sales conversations that they had with
members. Be prepared to discuss what tactics they used, what they
think they did well, what they maybe could have improved in the
conversation, and what the outcome of the conversation was.
Supplemental Coaching Strategies:
→ Non-Verbal Coaching: Leave this person a hand-written note at their workstation when you observe a successful sales conversation with a
member. Be specific in letting them know exactly what was said or
done that made the conversation successful.
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