The goal of this section is to determine who needs coaching based on performance. Managers 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.
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, Margaret is deserving of a Coaching Plan. She spends time listening to her own calls (Rated #1 in Self-Review Ranking). Lillie on the other hand is rated 8 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 manager through 8 widgets to set up the plan.
Step 1: the Recipient of the coaching sessions. This widget indicates what rep is receiving the coaching plan. Only one rep can be selected under this widget.
Step 2: Who will Coach the sessions. This person can be the manager themselves, a trainer or another manager that can provide additional insight to a particular skill.
Step 3: Scheduling the coaching sessions. Similar to Outlook and Gmail's Recurring Event, managers can schedule recurring meetings for any coaching session format. Choose the weekly intervals, the days of the week the meeting occurs (multiple days can be selected), and the end date of the coaching session. Select Never to keep the session going indefinitely. Coaching sessions can be cancelled at any time.
Step 4: Duration of the coaching session - how long should each individual coaching session in the plan last. The schedule specified in the previous panel will appear under duration. Mark the duration of the meeting to finalize this widget.
Step 5: the Meeting Type of the coaching session - how the manager and rep meet for the coaching session. Options include in person (with a specific location), by phone or web conference, or other. Selecting No Meeting Required indicates that the session will only take place through ExecVision.
Step 6: the Content of the coaching session - what will be coached in these sessions. This is where the specific skill is selected and can be found in Reps with Active Coaching Plan under Skill column.
Herman’s biggest challenge is the skill, “Lead In.” The line graph indicates where the rep performs on average, the team average for the “Lead In” 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: the Objective of the coaching session. 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.