The goal of this section is to determine who needs coaching based on performance. Coaches should focus their coaching efforts with reps that have the greatest potential to become a top performer. Existing top performers still need to be coached but may not require a coaching plan for a specific skill.
Reps Without Coaching Plan Table
The navigation bar within the widget provides the following information:
Rep: the name of the rep without a Coaching Plan
Challenged By: the lowest ranking skill for the rep. This can be found under the Skills Heatmap (Strengths & Weaknesses by Rep widget).
Activity Rank: the rep’s coaching activities when annotating other people’s calls compared to their peers.
Self-Review Rank: the amount of self-review the rep has completed compared to their peers.
The Self-Review Rank gives the manager insight into how much attention the rep is giving to their own call recordings. Are they actively using the tool to improve and is there a desire by the rep to learn more?
For example, Alon is deserving of a Coaching Plan. He spends time listening to his own calls (Rated #1 in Self-Review Ranking). Angela on the other hand is rated 9 out of 10 on the Self-Review Rank, which means she hasn’t made the effort to review her own calls.
Selecting the rep’s name will pull the rep’s metrics in the Stats tab.
Creating a Coaching Plan
Select the Create Plan icon next to the rep’s Self-Review Rank to create a plan.The Coaching Plan Wizard will appear, walking the user through 8 steps to set up a plan.
Step 1: Recipient
- This widget indicates what rep is receiving the coaching plan. Only one rep can be selected at this step.
Step 2: Coach
This person can be the manager themselves, a trainer or another subject matter expert that can provide additional insight on a particular skill.
Step 3: Scheduling
Similar to Outlook's and Gmail's Recurring Event, coaches can schedule recurring meetings for any coaching plan. Choose the weekly interval, the days of the week the meeting occurs (multiple days can be selected), and the end date of the coaching plan. Select Never to keep the session going indefinitely. Coaching Plans can be cancelled at any time.
Step 4: Duration
How long each individual coaching session in the plan will last. Duration options are in 15 min increments. Mark the duration of the meeting to finalize this step.
Step 5: Meeting Type
The location for each coaching session. Options include in person (with the ability to specify the location), by phone or web conference, or other. Selecting No Meetings Required indicates that the session will only take place asynchronously through ExecVision and a calendar invite won't be sent.
Step 6: Content
What skill will be coached in the coaching plan. The skill being addressed is listed under the Skill column in the Reps [Coach] is Coaching table. The platform will automatically suggest which skill to focus on in a given coaching plan based on individual rep scorecard performance.
Alex's biggest challenge is the skill “CBIs.” This suggestion is based on Alex's previous grades on this specific skill. The line graph indicates where the rep performs on average, the team average for the “CBIs” skill and the target goal the rep should meet over a timeframe that was previously selected in Step 3. The target can be adjusted by dragging along the 100 point scale.
+Add a secondary skill to coach allows for additional coaching parameters. Only two skills can be worked on at a time per Coaching Plan. Research from the American Psychological Association suggests focusing on one to two skills at a time to create lasting behavior change.
The Custom option provides a text field for more specific coaching sessions. This option accounts for sessions that are not associated with a scorecard skill.
Step 7: Objective
Summarize the goals of the coaching session and provide a title for tracking purposes.
Step 8: Review Preparation
This widget specifies how many calls the coach and the rep should add to each coaching session, and whether annotations (comments/scores) are required. Action is needed before each Coaching Plan to ensure that both the rep and the coach have calls in mind that highlight the specified skill.
Select Save to finalize the Coaching Plan.