In this episode, we're going to role play a few pivotal coaching conversations, including the series of termination conversations that we referred to in a previous episode. We’ll take you through three different scenarios with the same rep: the first time they tell you they want to quit; the second time they want to quit, and then the third time they want to quit. We’ll also take you through a scenario where a rep is clearly not going to hit P40 and how to coach to viable alternatives. This is one of several upcoming episodes where we role play coaching in specific situations that are common to many reps.

Highlights

02:23 - You're at the steepest part of the learning curve in the career, right? Everything is as hard as it's going to be right now because you're starting from scratch.

12:40 - Understanding that sometimes when you're in an activity coach role, you don't always have the authority to make the right decisions for them, but I feel like you do have the authority to have those conversations and to be a good listener.

17:54 - There's value in somebody scrapping to the end and pulling out all the stops and creating chaos and hitting the goal because it stretches them, and they have done something that they didn't think they could do so there's value in that going forward.

19:57 - The other thing is people don't do things that they thought were impossible at one point without a team of people around them that push them, encourage them, and believe in them.

Contact

Heather Price Consulting