Episode 4
Five Steps to an Effective Activity Coaching Meeting
The activity coaching meeting is one of the most important meetings that a new Rep is going to attend in the first six months. It is a 10–15-minute meeting that occurs 2-4 times a week and helps Reps keep score, stay on track, celebrate their victories, meet commitments and goals, and much more. In the first part of this episode, Heather and Sabine are talking about the purpose of the activity coaching meeting, what the meeting is and what it is not, and they provide five steps for an effective meeting. In the Say That Again segment Heather leads Sabina through an activity coaching meeting using these five steps and asking the right questions.
Episode highlights:
01:36 – The purpose of the activity coaching meeting is to recognize small daily wins, and to encourage Reps to stay on the proven path to success.
02:15 – First of five steps to an effective activity coaching meeting.
02:38 – Manage the meeting right when you get started.
11:00 – Activity coaching is not a set review, case analysis, or a case prep, therapy, friendly check-in, technology training, and it is not a punishment for a lack of activity.
Say That Again:
11:49 – Role-play of activity coaching meeting. Sabina plays a role of a Rep who is three months in the business.
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