Gaining insight from an expert is one of the best ways to reinforce what managers learn in POWER Sales Coaching. Our Personalized Coaching Reviews provide that opportunity.

 

“Graduates” send two FCRs to The POWERformance Group, and we prepare a detailed review with two objectives:

 

• Remind managers of POWER Coaching Principles they could be using.

• Nudge everyone to stretch even further to ensure their reports produce results.

 

Opportunities

Managers tell us the Opportunities section is especially helpful because they learn so much from our thorough analysis. We often include a verbatim excerpt from the manager’s reports, and we follow that with two sections: (1) Perspective: We ask questions and pose a possible perspective about the rep’s behavior. This approach prompts the manager to think through the situation again. (2) Possibility: We provide the actual words the manager could have used.

 

Smart Starts

Since Smart Starts are a major part of the coaching language, our Reviews include a list of Smart Starts each manager is using and a list of other ones to try. We have found there’s a direct correlation between the number of Smart Starts a manager uses and the extent of coaching.

 

Model Coaching Report

The entire review is essentially a Coaching Report on their Coaching Reports. Consequently, it serves as a model of what they can do in their own reports.

 

Coach the Coach

Regional Directors use our Reviews as reinforcement in their one-to-ones and team meetings. Since they participated in the workshop, they’re well-equipped to discuss what each manager needs to focus on.