Coaching sessions are one-on-ones between the manager and the rep to review calls showcasing a pre-identified skill.
The navigation bar within this dashboard provides the following information:
Rep: the name of the rep with a Coaching Plan
Skill: the skill the plan is focused on
Since Plan Start: progress in skill since Coaching Plan started
Plan Progress: How many sessions completed to date
Coach: the manager or admin who is coaching the rep on this specific skill
Next Review: the next scheduled review session
The message, “You have no reps with active coaching plans yet” will appear if there aren't any active plans with the reps.
Click the Rep's name to access skill progress in the Stats tab.
The Skills module shows the rep's progress in coaching plans based off the specified date range in the drop-down menu.
Each circle hotspot represents a coaching session. Hover over the dot to see the date of the score, the average score and the number of scores contributing to the average.
The default view shows skills scored by the rep's manager. If the manager hasn't scored the call, the rep's view will show All Scores in the drop-down.
The table below lists all coaching plans for the rep for the prior 12 months.
Access the details of the coaching plan by selecting the specific skill above the line graph or by clicking View Plan in the historic plan table.
Click the gear icon to either edit or end an existing plan.
The following sections can be edited within the coaching plan:
- Meeting Type
- Review Preparation.
Recipient, Coach and Content can't be edited.
The Coaching Plan Wizard will appear to give the coach the ability to edit the 5 widgets available above.
Toggle to the 8th step, Review Preparation, to save your work.
Reviews with Rep
Access reviews under Plan Progress or select Begin Review under Upcoming Reviews.
Calls for Review are calls that the coach and rep have contributed for a specific coaching session. Both the rep and the coach listen and score the skill that is being coached in this Coaching Plan.
General Comments can be left on review sessions. This is a great way to note general feedback, next steps, or resources reps can check out before the next session.
Click Add More Calls to add calls to this coaching plan. The number of calls that the rep and coach need to contribute to each coaching session is specified under Review Preparation in the coaching widget.
Remove calls from this coaching session by clicking the red stop sign. Select the floppy disk icon to save this call for the next coaching session.
Select Start Review Meeting to begin the coaching session.
Once you've selected a Coaching Plan, a chart shows the goal set by the rep and coach. Goals are set based off of the score for that skill in scorecards. Over time these reviews get measured against the progress trajectory (dotted line) established for that specific skill.
In the below example, the goal that the coach and rep established for “Establishing Direction” was 80%. In the month of November, Reed saw a slight dip in performance but eventually met the goal in the initial plan. This chart shows that Reed has made progress in this skill, but still has room to improve.
Reps and Coaches have access to historic coaching sessions. Click on the tabs to select the specific review. The list of calls selected for each review session will be specified below. The scores of specified skills for each call are present in the right hand column.
In the chart, each vertical bar is a session, the orange bar is the one currently being viewed. The grey shaded polygon behind the bars represents other scorecards that are being completed for the rep's calls.
Strengths & Weaknesses By Rep
The Strengths & Weaknesses by Rep widget allows the managers to quickly see how reps are doing with team based skills over a given period of time. This heat map is directly linked to the team's use of scorecards.
See this help center article for more information.
Reps Previously Coached
Past Plans are available in the individual Coach's view and the Reps Stats Tab. This breakdown allows coaches and reps to view historical skill development and verify if goals were met when meeting for performance reviews.