Suggested Learning Projects:
Î Self-Directed Learning: Ask the person you are coaching to come back to your next coaching session with three specific examples of actions they actually took during the week to practice the defined expectations of becoming a great salesperson. Î Journal-Based Coaching: Have the employee journal about their efforts during the week to work toward becoming a great salesperson. How do they think their actions specifically made them better, and how do they plan to carry those actions through in their future sales far beyond this week? Ask them to explain in their journal entries how their efforts specifically helped them get closer to reaching their goals.
Supplemental Coaching Strategies:
Î Observational Coaching: Ask the salesperson you are coaching to observe their peers and to take note of what makes them each great at what they do. How do their observations of their peers correlate to the defined expectations that you had discussed at the start of your coaching session? What takeaways from their observations of their peers can the person you are coaching put into practice in their own practices?
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