Embed learnings into the representative's sales routine
15
Re-evaluate sales targets and KPIs
16
Monitor and record improvements
17
Approval: Final Sales Performance Review
18
Discuss outcomes and future strategies with the sales representative
19
Compile a coaching outcome report
20
Plan and schedule next one-on-one coaching if required
Identify the sales representative to be coached
In this task, you will identify the sales representative who will receive coaching. This is an important step as it sets the foundation for the coaching process. Consider the representative's current performance, potential for growth, and areas where they may benefit from coaching. Who is the sales representative you will be coaching?
Review past sales performances of the representative
In this task, you will review the past sales performances of the representative. This will help you understand their strengths, weaknesses, and areas for improvement. Take a look at their sales metrics, customer feedback, and any relevant performance data. What were the past sales performances of the representative?
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Exceeded Expectations
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Met Expectations
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Below Expectations
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Poor
5
N/A
Identify key areas of improvement
In this task, you will identify the key areas of improvement for the sales representative. Consider their past performances, feedback from customers and managers, and any specific challenges they have faced. This will help you tailor the coaching plan to address their specific needs. What are the key areas of improvement for the representative?
Design coaching plan targeted at identified areas
In this task, you will design a coaching plan targeted at the identified areas of improvement. This plan will outline the specific actions, strategies, and resources that will be used to help the sales representative improve their performance. Consider the best coaching techniques and methodologies for addressing the identified areas. What is the coaching plan targeted at the identified areas?
Select relevant training materials for the coaching
In this task, you will select relevant training materials to support the coaching process. These materials can include sales training videos, industry articles, case studies, or any other resources that can help the representative improve their skills and knowledge. What training materials will be used for the coaching?
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Sales Training Videos
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Industry Articles
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Case Studies
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Online Courses
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Sales Playbooks
Prepare agreed sales targets and KPIs for representative
In this task, you will prepare agreed sales targets and KPIs (Key Performance Indicators) for the sales representative. These targets and KPIs will help measure the representative's progress and success during the coaching process. Consider setting specific, measurable, achievable, relevant, and time-bound targets and KPIs. What are the agreed sales targets and KPIs for the representative?
Approval: Coaching Plan
Will be submitted for approval:
Design coaching plan targeted at identified areas
Will be submitted
Select relevant training materials for the coaching
Will be submitted
Prepare agreed sales targets and KPIs for representative
Will be submitted
Schedule coaching sessions
In this task, you will schedule coaching sessions with the sales representative. These sessions will provide dedicated time for coaching and feedback. Consider the representative's availability and preferences when scheduling the sessions. When will the coaching sessions be scheduled?
Conduct initial coaching session
In this task, you will conduct the initial coaching session with the sales representative. This session will set the tone for the coaching process and establish a rapport between you and the representative. Consider using coaching techniques such as active listening, open-ended questions, and providing constructive feedback. Has the initial coaching session been conducted?
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Yes
2
No
Provide constructive feedback during the session
In this task, you will provide constructive feedback to the sales representative during the coaching session. This feedback should focus on their strengths, areas for improvement, and specific actions they can take to enhance their performance. Consider using the feedback sandwich technique, where you start and end with positive feedback and provide constructive feedback in between. What constructive feedback was provided during the session?
Set up follow-up coaching sessions based on progress
In this task, you will set up follow-up coaching sessions with the sales representative based on their progress. These sessions will provide an opportunity to review their performance, address any challenges, and provide additional guidance. Consider scheduling the follow-up sessions at regular intervals to ensure continuous support and improvement. When will the follow-up coaching sessions be scheduled?
In this task, you will monitor the sales performances of the representative post-coaching. This will help evaluate the effectiveness of the coaching process and identify any areas that may require further attention. Consider tracking sales metrics, customer feedback, and performance data to assess the representative's progress. How will the representative's sales performances be monitored post-coaching?
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Sales Metrics Tracking
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Customer Feedback Analysis
3
Performance Data Review
4
Sales Pipeline Analysis
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Sales Meetings Observation
Provide ongoing support and mentorship
In this task, you will provide ongoing support and mentorship to the sales representative. This support can include regular check-ins, feedback sessions, and guidance on specific challenges they may be facing. Consider being available to answer questions, provide resources and offer advice to ensure continued growth and improvement. How will ongoing support and mentorship be provided to the representative?
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Regular Check-ins
2
Feedback Sessions
3
Resource Sharing
4
Advice and Guidance
5
Skill Development Workshops
Embed learnings into the representative's sales routine
In this task, you will help the sales representative embed the learnings from the coaching process into their sales routine. This can include incorporating new techniques, strategies, or approaches into their daily activities. Consider providing specific examples and guidance on how to apply the learnings effectively. How will the learnings be embedded into the representative's sales routine?
Re-evaluate sales targets and KPIs
In this task, you will re-evaluate the sales targets and KPIs for the representative based on their progress and improvements. This evaluation will help ensure that the targets and KPIs remain relevant, challenging, and achievable. Consider gathering feedback from the representative, reviewing their performance data, and aligning the targets and KPIs with their ongoing development. What are the updated sales targets and KPIs for the representative?
Monitor and record improvements
In this task, you will monitor and record the improvements made by the representative. This includes tracking their progress against the agreed sales targets and KPIs, as well as any additional areas of growth. Consider using a tracking system or performance dashboard to easily monitor and record the improvements. How will the representative's improvements be monitored and recorded?
Embed learnings into the representative's sales routine
Will be submitted
Discuss outcomes and future strategies with the sales representative
In this task, you will discuss the outcomes of the coaching process and future strategies with the sales representative. This discussion will help celebrate the successes, acknowledge the challenges, and chart a path forward for continuous improvement. Consider soliciting the representative's input, insights, and ideas to ensure their engagement and ownership of the future strategies. What were the outcomes of the coaching process and what future strategies will be implemented?
Compile a coaching outcome report
In this task, you will compile a coaching outcome report summarizing the coaching process, the representative's progress, and the overall impact on their sales performance. This report will serve as a reference for future coaching efforts and provide valuable insights for the representative's development. Consider including key metrics, feedback from customers and managers, and any notable achievements. How will the coaching outcome report be compiled?
Plan and schedule next one-on-one coaching if required
In this task, you will plan and schedule the next one-on-one coaching session if required. This session will provide an opportunity to continue the coaching process and address any remaining areas of improvement. Consider aligning the session with the representative's ongoing development goals and ensuring their availability. When will the next one-on-one coaching session be planned and scheduled?
