Coaching is a critical component of a sound sales training campaign in an organization.  Coaches design an action plan for each sales agent based on their identified strengths, weaknesses and opportunities for growth.  The design of this action plan will show the creativity of the coach including their ability to relate to and influence the sales agent by changing their behavior.  That is the ultimate goal of this action plan, to change behavior.  The behavior change is what should move the sales needle in the positive direction for the organization. 

Here is a creative way to communicate required behavior changes and a fun and easy way to document the coaching session.  This is called the Coaching Prescription.  It is a play-off of a prescription pad that comes from the Dr. 

*Note:  This by no means is an all encompassing action plan.  This is an on-the-spot solution used to document the coaching session. 

Coaching Prescription Card

As a designer, there are many training strategies and delivery choices.  The one you select will depend on a few things; Your budget, available learning environment, and the learners themselves. 

The Traditional Training Strategies include:

Job Aids - Tools which provide guidance on the performance of a specific job task or skill.  Used in situations where it is not feasible or worthwhile to commit the procedure to memory before on-the-job performance.

Self-Paced Learning – Provides independent learning that can be done at the learner’s own pace and subject to his/her availability.  The learner does not interact with an instructor or other learners.

On-the-Job Training – Provides training at the job site, usually on a one-on-one basis, while the learner(s) either performs or simulates the job or task(s) to be learned. Can be provided by a manager/supervisor, a senior employee or subject-matter expert, or a member of the training department.

Instructor-Led Training – Provides group learning in a classroom environment (in one geographic location) shared by both an instructor and the learners. It allows learners to interact with the instructor and with other participants, to ask questions, to do application exercises, and to receive immediate feedback.

ALL of these training strategies can be successful as long as they have variety.  Variety is the key to all successful courses.  I do not necessarily mean variety in training strategies but in the presentation and application activities within your mode of delivery. 

Use my Successful Course Criteria Checklist to help ensure your course will be successful.

A Successful Course