Consistency in Performance
Suggested Strategy: Focus on the opportunity vs. risk when it comes to being consistent when selling and the benefits that the employee can gain because of consistently pushing forward.
Suggested Questions:
Î Rating Question: On a scale of one to six, with six representing a total confidence in your consistency in selling, and one representing a hesitation in showing trust in your consistency, where do you think your peers would rate you and why? What actions can we take together to help you reach a six? Î Risk Question: What risks might you assume by showing signs of inconsistency in your performance or a lack of pushing yourself forward as a salesperson? What opportunities might present themselves when consistency is your strength in your performance? How might those opportunities be amplified or extended by consistent performance?
Suggested Activities:
Î Brainstorming: Make a list together of the benefits of consistency in selling and constant effort. Translate those benefits to this particular employee’s development in their position. Î Whiteboard Coaching: Write down on the left side of the board how the employee thinks that their peers would currently describe their performance and selling efforts. Then, on the right side of the board, write down how the employee would ideally like to be described regarding their performance and selling efforts by their peers. Now, erase the left side of the board and write down the actions to take to help them reach the description on the right side of the board. Where does consistency fit into those actions?
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