Five-Step, Coaching Plan to Increase Productivity
1. Document the situation. Gather facts. Assess the turnaround situation. Identify problems in the salesperson's performance.
2. Advise and counsel. Meet with the sales rep, making it very clear that coach’s goal is to help him/her become better at his/her job. Avoid placing blame or delivering ultimatums. Instead, demonstrate confidence that, with mentoring, the problems can be overcome.
3. Dig deeper for problem behaviors. Begin by asking the sales rep what he/she thinks should be done to overcome gaps in performance. Does it mean adjusting selling behavior (i.e. optimism, motivation, self-confidence etc.)? Improving selling skills? Making more new business calls? Improving approach to close? Find out what difficulties, if any, he/she anticipates in changing his behavior. Ask sales manager and other stakeholders the same questions. Based on 360-Assessment intake, diagnose performance gap and begin to formulate problem-solving strategy for professional development.
4. Design a 90-Day, Recovery Plan. The 90-day Plan, developed jointly by sales manager, coach and salesperson, should be comprehensive and results-oriented. Set quantitative and qualitative goals, based on: (1) new account development and (3) improved penetration of existing accounts.
5. Implement a Coaching Support Plan. Following agreement on a Recovery Plan, the sales rep must understand that the coach & sales manager will closely scrutinize sales efforts and results. The follow-up plan will monitor results and progress, supported by weekly coaching sessions.