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Today’s downloadable toolbox guide is the top guide for Coaching and Developing Sales Talent.
Banks and Credit Unions all around the country use Schneider Sales Management, Inc’s forms to work one-on-one with employees to set the goals that improve sales revenue, improve customer service, and improve employee performance.
Download the form above by entering your email address, or forward this page to a financial industry sales manager who you want to see improve quickly.
Preparation Will Focus Your Coaching
You can cut through to the real leverage point for improving an employee’s performance by asking yourself the few simple questions shown on the Pre-Coaching Planning Guide on the next page. This form puts an employee’s nonperformance in perspective so you can diagnose the real cause of the performance problem, and you can ask for the appropriate corrective action by an employee.
Understand Your Employees’ Behavior
Always ask yourself how often and how well an employee does what you want him/her to do. If an employee has never done what you want him/her to do, you probably have a training problem.
If he/she has done it before, but doesn’t do it consistently, or if he/she does it poorly, you probably have a motivation problem, or a coaching problem.
If you’re still not sure that you’ve identified the right performance problem, ask yourself if the employee could and would ever do it, even if his/her job depended on it. If your answer is no, you probably have a job fit problem, and more coaching isn’t the right solution.
Get Clarity on Specific Improvements
Finally, the most important step in all of your performance analysis is to define in one sentence, very specifically, what it is that you want the employee to do to improve his/her performance.
If you can’t do this, you haven’t yet identified the real performance problem, and you won’t be clear in telling the employee what action to take to improve.
