Suggested Learning Projects:
Î Peer-to-Peer Coaching: Assign the individual to meet with one new peer each week to discuss their successful strategies in setting up and leveraging face-to-face meetings with customers and prospects. They should discuss how their peers go about executing these meetings and their consistency in doing so. After each of their peer discussions, have the individual you are coaching email you (copying the person they just met with on the email) and share any takeaways that they found to be helpful and how they will implement what they learned in their own strategy. Î Tangible Successes: Have the individual come back to your next coaching session with three examples of specific successful face- to-face interactions with customers or prospects. They should be prepared to discuss what their strategy was for setting up the meeting and what specific steps they took to make the meeting successful.
Supplemental Coaching Strategies:
Î Non-Verbal Coaching: As the individual becomes more confident and consistent in their face-to-face customer and prospect meetings, leave a handwritten note at their workstation to share with them the actions they have taken to make these improvements. Let them know how their efforts are appreciated by you.
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