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The Coaching Process

This is a simple and duplicatable approach to effective coaching, both for experienced coaches and for up-and-coming Leaders to use once they reach Senior Sales Coordinator and are ready to lead and develop their own teams.

This approach is based on asking 3 simple questions (with optional supporting questions), brainstorming solutions and suggesting specific activities/tools, which become part of their future plan, using the 5 Simple Steps as a structure.

Preparation

Look at their pvc report (to see their activity this or last month) and at their 'details'. At your Virtual Office under 'My Team' ... 'Search My Team' ... enter their name or FIN# to bring up their Details (see right). This shows their "12 month analysis", their "Last month PVC report" and their "Business at a Glance", and will give you what you need to discuss their activity and progress.

Assess the needs of the Coachee, using DD, VF, VFQ, SC, SSC, etc.:

• where they are Now: position in the Marketing Plan, their Customer Base, their Team, their Skills

• where they are going, Goals and Dreams: next Promotion, Club, check, WHY

• how they are going to get there, Next Steps: Actions, Daily, Weekly, Monthly Method of Operation

During the Call

If necessary, spend time completing their Product and Business Stories - refining and perfecting them.

Ask lots of questions. Take notes during the call to refer to next time.

And remember: "people will do what you do, not what you say" (so lead by example) and "people don't care how much you know until they know how much you care" (so meet them where they are, with empathy and accountability appropriate to their situation).

Question 1: Talk about their plan for last week/month... "What can we celebrate together?" (10% of the call); examples:

• Rave about things that went well. After month-end ask "Did you get your 10-1-10 or 5-1 bonus?"

• "What's your most favorite thing to do in your Juice Plus+ business? What best serves you and others?"

• "Can you see yourself growing as you master this business?"

• Make sure lessons are learned from successes, and are built into their future action plan, building on their strengths.

• "How do you feel about your WHY? Are you getting closer, is it getting bigger?!"

Question 2: Identify challenges - "What didn't go so well, what part of your plan didn't happen?" (30% of the call)

• "Where do you most need to improve... need help?" Did they talk to enough people, do enough follow up?

• Brainstorm solutions to challenges and build them into their future plans.

• Ask "I wonder if www.teamjp.net has anything to say about this?" Try searching this site.

• Build Belief in needed areas - if necessary a plan to attend events, etc.

Question 3: Discuss/Agree Next Steps... "What's your plan for this coming week? Let's build it together." (60% of the call)

Based on the 5 Simple Steps: "Be sure to put your time into high-payoff activities" Focus on where they are going and how to manage their time to be most productive, to get there.

1. Sharing JP+ (and your Story): On the first and last calls of each month, focus on their 5-1 (or 10-1-10). Agree on a committed plan for Next Step Actions to accomplish this week (or month): specific numbers of stories told/customers acquired. "Who will you talk to, follow-up with, and how?" "How many people did you talk to"

2. Building for Events: "What Events are on your Calendar for this week/month?"

3. Memory Jogger: "How many names did you add last week/month?" "What's your Next Step plan for your top 5  prospects?" "How does your pipeline look?" "How many prospects do you have - on your Memory Jogger - that you have talked to about the product?" "How many prospects do you have that you have talked to about the business?" "What 3-Way Calls would help (calls to prospects, customers and/or team members), and move your business forward? Do you have new Reps. or strong prospects you would like us to touch base with?"

4. Customer Care: "Are you calling all customers after their first box arrives?" "Are you calling them at least once after 6-8 weeks on JP+" "Are you calling them at 90 days to do the JP+ Effect survey?" "How is that going ... how many are choosing free product and accepting their 2nd box?"

5. Team Building: "How is your Dream Team shaping up?" "Have you added any new names to your Dream Team?" "How many new team members joined (yours and your team's)?" Have you introduced new team members to your NMD on a 3-way call?" "Who are you working on as top priority?"

"Does this plan (developed jointly) strongly support your Goals and your Dreams?"

Next Call

Set a date and time for your next coaching call.

You or the Coachee should email the agreed Plan, which becomes the starting point for the next call; or at least the coachee should email one action they are committed to as a result of the call.

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