Representative Not Reaching Sales Goals
Suggested Strategy: Utilize a Present & Respond question to incite
positive thinking as it relates to the representative participating in
creating an improvement strategy.
Suggested Questions:
→ Present & Respond: Hypothetically, if I were to share with you that you need to become more deliberate in working to reach your weekly or
monthly sales goals, how do you think you would positively respond to
that feedback?
→ Self-Actualized Question: What actions do you think you would take in response to that feedback? How can I work with you to make those
improvements possible?
Suggested Activities:
→ Whiteboard Coaching: Through visual analysis, compare the representative’s current strategies for reaching sales goals with the
ideal behaviors that will positively contribute to their success in reaching
these goals. On the left side of the board, write down the
rep resentative’s description of how they currently approach their sales
goals. On the right side, ask them to describe what the ideal approach
to reaching sales goals would be for someone in their position. Erase
the left side of the board and work with the representative to create a
specific action plan that they can put into place to make the
improvements discussed at the start of your coaching session.
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