SALES REP COACHING GUIDE A place to take notes on your weekly coaching sessions
Customer Name:
PA’S CRISP SCORE MONTH TO DATE STAGE
WHAT TO LOOK FOR?
CONNECT
CURRENT %
What is your Connect score?
GOAL
Date of call:
75% Reason for call:
REQUEST/ I NVITE
What is your Appointment Request score?
60%
SET
What is your Appointment Set score?
40%
PURSUE
What is your percent for
that L I C A B L E N OMissed T Customers APP received a call back?
PA Name:
NOTES ON CALL
90%
Sales Manager:
PBS deal updated? Appointment booked?
Date:
CREATING A COACHING PLAN A guide to help you create a realistic coaching plan for your team
1
2
HOW OFTEN WILL I MEET WITH MY PA’s? Make this a SMART goal! It has to make sense and be attainable
PLAN A DAY AND TIME FOR EACH TEAM MEMBER
It should be the same day of the week and same time on a recurring basis
PA NAME: DAY OF WEEK/TIME OF SESSION: PA NAME: DAY OF WEEK/TIME OF SESSION: PA NAME: DAY OF WEEK/TIME OF SESSION: PA NAME: DAY OF WEEK/TIME OF SESSION:
3
MAKE A PLAN TO CHECK PROGRESS! We recommend using the coaching form in your CarWars booklet to refer back to progress made Review their agent performance report regularly Make time to review both good calls and calls with undesired processes Never cancel a coaching session, only reschedule if absoltuely necessary Book a reoccuring meeting in your google calendar with invitations including your staff
PLEASE SEND YOUR COMPLETED TRAINING PLAN TO YOUR MANAGER
WEEKLY MANAGER CHECKLIST Weekly health checklist for managers to track progress
1
PULL UP THIS WEEKS
DEALERSHIP CRISP REPORT
Make sure connection rate was at least 75%.
2
TAKE A LOOK THIS WEEKS CALLS THAT NEVER CONNECTED Check to make sure each stranded call is followed up with. Look for training opportunities to highlight in weekly coaching sessions.
3
LISTEN TO THIS WEEKS
SALES CALLS
UNDER “SALES OPPS”
Check PBS to confirm PAs are updating leads Follow up with every opportunity where an appointment wasn’t requested or set. Assign “unknown” sales calls to correct sales rep Put notes on calls as you listen to them
43
PREPARE FOR YOUR WEEKLY COACHING SESSIONS Select one call to review with each PA Have prepared notes to give specific feedback on the call Make sure you highlight desired behaviours as well as undesired
5
HIGH FIVE THIS WEEKS TOP PERFORMERS!
MONTHLY MANAGER CHECKLIST Weekly health checklist for managers to track progress
FOR THE MONTH OF:____________________________________ CAR WARS (OPEN YOUR DEALERSHIP CRISP REPORT)
STAGE
WHAT TO LOOK FOR?
CURRENT %
GOAL
CONNECT
What is your Connect score?
75%
REQUEST/ I NVITE
What is your Appointment Request score?
60%
SET
What is your Appointment Set score?
40%
PURSUE
What is your percent for Missed Customers that received a call back?
90%
NOT APPLICABLE
ITEMS TO REVIEW Print agent performance report for each team member Review performance report with PA in your weekly coaching session What is your biggest takeaway/opportunity you identified this month?