Our detailed assessments of coaching in writing become part of the learning process, not just reporting for senior management. Starting with a Baseline Assessment of sales coaching reports, for example, we encourage senior leaders to share the assessment with all the managers and use it in regional discussions and one-to-ones. The more aware everyone is of what’s happening and what could happen, the more motivated they become to take their coaching up a notch.

 

In a typical POWER Sales Coaching Initiative, we conduct a Baseline Assessment and a Progress Assessment of field coaching reports (FCRs). Sometimes the Progress Assessment also includes a Regional Analysis to help individual directors implement effective Coach the Coach habits.

 

Every assessment provides the following elements:

 

Quantifiable Evidence

Numbers are convincing. That’s why we evaluate certain characteristics that are measurable and present the results in percentages, graphs or identifying segments of the all the reports. The following two examples illustrate typical ways we quantify what we see: (1) Baseline: “More than half of the XYZ Team’s reports have a gap in the HOW category.” (2) Progress: “In this Progress Assessment, however, 80% of FCRs include an emphasis on HOW.”

 

Excerpts from Managers’ Reports

Verbatim excerpts from the reports are woven into the narrative to bring our points to life. Managers have told us the excerpts give them “Aha” moments clarifying our observations.

 

To illustrate the balance of excerpts to narrative, in an 8-page Baseline Assessment where we reviewed 32 reports, we included 15 verbatim excerpts. (Actual names of people are replaced with letters.)

 

When it’s logical, we provide an example and then provide a contrast.

​

Teachable Moments

Every assessment includes at least one opportunity for readers to hear a “lesson.” Sometimes that works well after an excerpt where we pose questions about the verbatim example. We follow the questions with a possible alternative.

 

Looking Ahead, not Just Reporting on the Past

Incorporated in every assessment is some emphasis on what everyone can do to improve the impact of reports. We encourage managers while also bringing in possible actions for directors.

 

Coach the Coach

We know from our experiences with various clients that the greatest improvement comes when Regional Directors remind managers of what to avoid and reinforce what they want managers to work on. That’s why we incorporate Coach the Coach suggestions in our assessments. This also supports the Coach the Coach job aids included as part of every workshop.