Episode 6
Joint Work 101
In this episode, Heather and Sabine focus on joint work. Joint work is a crucial component of a new Rep’s development. It should be tracked and addressed regularly in activity coaching each time you meet reviewing how many of their appointments were joint work, and who it was conducted with. Heather and Sabine share some of the best practices and nuances around it. And in the Say That Again segment they role-play two different scenarios of a Rep who does not want to do joint work.
Episode highlights:
01:47 – Positioning joint work for maximum success. Let candidates know that joint work is a part of the culture and that it is an important part of their training and development.
05:33 – Take some time and get some feedback from your new FRs on their joint work experiences.
10:48 – Another nuance in doing joint work is whether it is done up or down – who are they doing joint work with.
13:10 – The impact of diversity on joint work, definitely an important consideration for women and people of color especially.
Say That Again:
16:44 – A role-play with Sabina being the FR who does not think that the prospect she is going to see is quality enough to bring the joint work along.
19:55 – In the second scenario, Heather plays a role of a Rep who does not want to lose life credit or share the income.
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