Wednesday, September 26, 2007
Welcome and thank you for visiting Oncontact Software’s CRM blog. Throughout this area, Oncontact Software will share ideas and our CRM philosophy as well as industry, technology and product direction. Check back often as we’ll be posting more highlights and content soon.
Thursday, September 20, 2007
1. A stellar coach knows where people need additional guidance and help. This can be as simple as sitting in on a sales call and providing them with support, or simply answering a question that they are unsure about. Have a concrete understanding of what each team player is struggling with. Log these suggestions in a CRM application to ensure success.
2. Identify one activity you can provide them with on a daily basis that will get them to improve in the area/s you’ve identified. An example might be cold calling. If a rep is struggling in this area, perhaps you have them role play a cold call with you three times weekly. Use CRM to track these calls and show improvement. What you want to do is expose the staff member to multiple experiences where they are required to utilize the information learned. Everyone learns information a little bit differently, thus by giving them multiple experiences you are more than likely to experience success.
3. Use positive affirmations and a pat on the back. Let them know on a weekly basis, “You’ve really improved on your cold calling techniques” or recognize their efforts in front of the team. A few words can go a long way to continuing to develop the behavior and keep them improving.
4. You became a coach because of your ability to lead, use that ability to achieve greatness both with your team and yourself. Find ways to further your ability to be a good manager and keep yourself. Constantly be looking for better, more efficient alternatives that you make you an even better manager. Coaching will become second nature for you, and so will your success!