Suggested Learning Projects:
Î Peer-to-Peer Coaching: Ask the representative to meet with two of their peers during the coming week to discuss successful strategies that their peers have in place for reaching their weekly or monthly sales goals. What can the representative you are coaching take from their discussions and implement in their own improvement strategy? How will these discussions with their peers positively impact their development? Î Self-Directed Learning: Assign the representative to come back to your next coaching session with three examples of positive steps taken toward addressing the feedback from the start of your coaching session. Discuss how their response to feedback will help launch them toward reaching their sales goals.
Supplemental Coaching Strategies:
Î Journal-Based Coaching: Ask the representative to keep a journal through the improvement process. The goal is for them to have a place to note their successes (what is working best for them and why) as well as their challenges (what hasn’t worked and why they think it may not have). It gives your coaching target a place to strategize and keep track of their progress.
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