Suggested Learning Projects:
Î Whiteboard Coaching Follow-Up: Assign the individual to come back to your next coaching session with the five hash marks from the Whiteboard Coaching activity filled in with five actions that they must take to reach the definition on the right side of the board. They should describe with each of those strategies how they can implement them in their real sales conversations with clients. Î Peer-to-Peer Coaching: Assign your coaching target to meet with a peer once per week to practice their upselling and cross-selling strategies in a role play environment. They should practice both sides of the conversations with their peers, as the employee and as the client. The individual should ask their peer for feedback after each practice conversation on what they did well and what they could still practice further. The individual should email you after each peer meeting, copying that respective peer on the email, sharing the feedback they were given, what type of upselling or cross-selling skill they practiced, and how they plan to improve on those areas they may still be struggling with going forward.
Supplemental Coaching Strategies:
Î Observational Coaching: Ask the individual to observe their peers as they engage in sales conversations with their clients. What strategies do their peers have in place that differ from the strategies that the individual is learning? What is successful for their peers, and what is less successful? What takeaways from their observations could the individual put into practice on their own in upselling and cross-selling? Î Non-Verbal Coaching: As the individual puts forth positive effort to improve their upselling and cross-selling strategies, leave a hand- written note at their workstation, sharing with them the specific actions you have observed that were taken by the individual and how those actions are beneficial in the individual reaching their goals.
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