What is CLU?
Bloom's Taxonomy and Learning Design
Assets: What, Why, How to Use?
Assets: What, Why, How to Use?
Ignite, Frameworks/Acronyms, Application, Repetition, Reinforcement, You
Other Resources: Books, MasterMind Group, Office Hours
EXAMPLE: How to Identify Your Why
Your Turn: Your Why: Three Behaviors You'd Like to Influence
Why Six Elements of Management?
What is Leadership?
What is Hiring?
What is Training?
What is Accountability?
What is Mentoring?
What is Coaching?
YOUR TURN: Evaluate Where you Are Spending Your Time Today
How is the Triangle Used in Coaching?
Why Establish Rapport?
How to Measure Rapport with S.C.A.L.E.
EXAMPLE: SCALE Drivers in the Coaching Relationship
YOUR TURN: Evaluate Your Team Rapport
FRAMEWORK: SCALE
How to use the Priority Path to Identify Opportunities to COACH
EXAMPLE: Priority Path Dialogue
YOUR TURN: Try the Priority Path on a Sales Rep
FRAMEWORK: Priority Path
Why do the best coaches use questions?
What are the most effective Questioning Techniques?
What is Active Listening?
EXAMPLE: Active Listening Techniques
How do you Ask an Uncomfortable Question?
YOUR TURN: Time to Try Active Listening Techniques in the Wild
Why Behavior Change?
When to COACH?
Identifying the three types of Challenges leading to MAStery
What is a Mindset Challenge?
EXAMPLE: Mindset Challenges
What is an Activity Challenge?
EXAMPLE: Activity Challenges
What is a Skills Challenge?
EXAMPLE: Skills Challenges
YOUR TURN: Identify the Challenge
FRAMEWORK: MAStery
Why Identify a Path to Success?
7 Steps to Success
EXAMPLE: Outlining the Path to Success
YOUR TURN: Outline the Path to Success
FRAMEWORK: Outline Path
Why is Action Vital to the COACH conversation?
The Cognitive Behavioral Therapy Model
SMART Goal Setting
EXAMPLE: SMART Goal Setting
YOUR TURN: Set a SMART Goal
FRAMEWORK: SMART Goals
Why include Consequences in a COACH Conversation?
Why include Consequences in a COACH Conversation?
What Specific Consequences Do You Discuss?
EXAMPLE: Consequences in the COACH Conversation
YOUR TURN: Define a Consequence
Why Must You Hold Sales Reps Accountable?
Why Must You Hold Sales Reps Accountable?
Why Must You Hold Sales Reps Accountable?
The 3 Elements of Accountability
EXAMPLE: How to Hold Accountable in the COACH Conversation
YOUR TURN: Define an Accountability Contract
Why Must You Hold Sales Reps Accountable?
Why Must You Hold Sales Reps Accountable?
Why Must You Hold Sales Reps Accountable?
MIndset: Why Salespeople Fail Change Behavior
Resource Technique: Previous Experience
EXAMPLE: Using Previous Experience to Uncover Resources
Resource Technique: Social Proof
EXAMPLE: Using Social Proof to Uncover Resources
Resource Technique: Disqualifying Question
EXAMPLE: Using Disqualifying Questions
YOUR TURN: Challenge Yourself to Uncover Sales Rep Resources
Why Doesn't Behavior Change?
What is Reactance? How do we Manage it?
EXAMPLE: Using Techniques to Manage Reactance
What is Skepticism? How do we Manage it?
EXAMPLE: Using Techniques to Manage Skepticism
What is Inertia? How do we Manage it?
EXAMPLE: Using Techniques to Manage Inertia
Why is Consistency So Important in COACHing?
Upending the Typical Conversation
Start every Meeting with a P.L.A.N.
YOUR TURN: Write Down Your PLAN for Your Next COACH Opportunity
FRAMEWORK: PLAN
EXAMPLE: Typical Meeting & Meeting with a PLAN
End Every Meeting with a Velocity PLAN
EXAMPLE: Typical Meeting Ending & Meeting Ending with a VPLAN
How VPLANs Create Velocity in COACHing
YOUR TURN: Write Down Your VPLAN for the Same Meeting
FRAMEWORK: VPLAN
