Suggested Learning Projects:
Î Tangible Successes: Ask the individual to come back to your next coaching session with three examples of follow up to a cold call. What were the specific steps taken in these situations, and what was the outcome? Did they feel confident in their interaction with the client?Why or why not? Î Peer-to-Peer Coaching: Assign your coaching target to meet with a new peer each week to discuss their strategies for following up with cold calls. What tactics do their peers have in place that the individual you are coaching could put into practice themselves? They should also discuss the challenges they face when following up with cold calls and how they specifically address those challenges. What strategies have their peers found the most success with and why?
Supplemental Coaching Strategies:
Î 30-Second Coaching: When the individual takes action to mitigate the risks discussed at the start of the conversation, share the specific efforts made by them to do so. Let them know exactly how their actions are helping to mitigate risks in each category — the salesperson, the company, and the client.
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