Coaching a sales representative
Archived
3 Tasks
10 mins
Scenario
Susan Kendall is the sales manager for North America. Susan has a new member on her team named Jeff Green. Susan notices that Jeff is underperforming. The system suggests several coaching plans for Jeff. First, Susan wants Jeff to increase the pipeline amount in the qualification stage.
Use the following credentials to log in to the exercise system:
| Role | User name | Password |
|---|---|---|
|
Sales manager Susan Kendall |
skendall |
rules |
|
Sales representative Jeff Green |
jgreen |
rules |
Your assignment consists of the following tasks
Task 1: As Susan create a coaching plan for Jeff.
Task 2: As Jeff, comment on the plan.
Task 3: As Susan, close the plan as completed.
Challenge Walkthrough
Detailed Tasks
1 As Susan, create a coaching plan for Jeff
- Log in to your exercise system as sales manager Susan Kendall.
- On the Home screen, in the Coaching plans section, on the Suggested tab, click View all.
- Locate the Increase the pipeline amount in the Qualification stage plan for Jeff Green.
- Click Coach to create a new coaching plan.
- In Plan details, enter Increase the pipeline amount in the qualification stage by following up on existing leads.
- Click Submit.
- Log out Susan Kendall from the exercise system.
2 As Jeff, comment on the plan
- Log in to your exercise system as sales representative Jeff Green.
- On the Home screen, in the Coaching plans section, click View to open the coaching plan.
- On Susan's Pulse message, click Comment to open a blank comment field.
- Enter I have doubled the amount in the qualification stage!
- Click the arrow icon to submit the comment.
- Click Submit.
- Log out Jeff Green from the exercise system.
3 As Susan, close the plan as completed
- Log in to your exercise system as sales manager Susan Kendall.
- On the Home screen under Coaching plans, open the menu for Jeff Green's coaching plan, and then select Complete plan.
- In the Comments field, enter Well done!
- Click Submit to complete the coaching plan.