Blueprint | 08 Coaching your remote team

B L U E P R I N T COACHING YOUR REMOTE TEAM This session is about how to do remote coaching. Goals - make it about the skill that you’re coaching and the person you’re coaching and how what you’re coaching them on will help them achieve their goals. REKS - the coaching framework you can use to help your direct reports succeed in their role. enabling you to coach the leading metrics that ultimately lead to their success. REKS stands for: Results: the specific and measurable outcome of efforts. Depending on the role (inbound, outbound) these can include, discovery calls, meetings held, opportunities created, deals closed, revenue closed. Effort: the specific and measurable activities that have been defined that lead to the results required. This can include calls made, emails sent, social messages sent, events attended, leads converted and other input activities that are leading indicators to results. Knowledge: this is formal knowledge such as the sales process, product knowledge, persona profiles, industry context and recognition of compelling events that are a catalyst for your product or service. Skills: the core skills necessary to execute on the knowledge. This can include the ability to run a discovery call, effectively demo, handle objections, write a compelling email or trade during the close phase We have found that the 70/20/10 learning development model, pioneered by Lombardo and Eichinger, has stood the test of time. This model refers to a proportional breakdown of how people learn effectively: 10% of the knowledge comes from spending time in classroom-style training, from courses and reading. 20% of the knowledge comes from coaching feedback, working around good and bad examples. We teach our teams how to do this through two-way coaching and mentoring. 70% of the knowledge comes from on the job experience: trying it yourself, making a mistake, and watching other people’s reactions. We simulate this with a team environment of role plays and peer input. WEEKLY TEAM MEETINGS

B L U E P R I N T COACHING YOUR REMOTE TEAM When coaching your team remotely, it’s important to have a very clear structure, so your team knows what to expect and when coaching will happen. Monday morning is a horrible time to start a conversation with your clients - meaning it’s a great time to set the context with the whole team for the “Skill of the week.”

B L U E P R I N T COACHING YOUR REMOTE TEAM Friday afternoon is another horrible time to engage with your customers, so review how the skill of the week went for your team. 1:1 meetings - Do them once a week but don’t treat them all the same. For example, don’t talk about career development every week. You can rotate a similar agenda every month using topics such as pipeline or forecasting. Peer-to-peer coaching - In the middle of the week, have your team pair off and discuss how it’s going with the skill of the week. Hawthorne Principle - If you tell someone you will be measuring them on something, it will naturally improve their behavior. REMOTE COACHING USING ROLEPLAYS