FEATURESTORY
Managers who want to initiate email coaching
conversations may want to begin with the general rule
of "Let's respect each other's time and keep messages
concise." ey can even give reps two possible subject
lines: "Help Needed" or "Sharing an Experience."
Everyone should understand that "Help Needed"
emails take priority. Managers can set up their own
policy of responding to those within 24 hours but
responding to "Sharing an Experience" within three
days.
Selling better performance varies from rep to rep,
just as selling a product varies from customer to
customer. An essential question is simply, "What does
this person need?" Effective - maybe even intuitive -
selling habits can turn the routine field visit process
into outstanding coaching experiences. Everybody
wins! ■
Joy Van Skiver is president of The Writing Exchange. Email her
at jvanskiver@writingexchange.com.
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Table of Contents for the Digital Edition of Focus Magazine - Fall 2016