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:
Î 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? Î 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:
Î 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 a whiteboard, write down the representative’s description of how they currently approach their weekly or monthly sales goals. On the right side of the board, ask them to describe what the ideal approach to reaching weekly or monthly sales goals would be for someone in their position. Erase the left side of the board and work together to create a specific action plan that they can put into place.
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