Sales Leader Coaching Skill Development Plan Lead For Results, Manage For Activity, Coach For Behavior Sales Leader Coaching Skill Development Plan Date: _______________________________________ Sales Leader: _______________________________________ Line of Business: _______________________________________ Coaching Skills to Develop: Debriefs Effectively Is Effective on Joint Calls Asks Quality Questions Understands Impact of Major Performance Factors Demonstrates Effective Selling Is Effective at Getting Commitments Consistently Coaches Skills & Behaviors Understands Impact of Crucial Elements Effectively On-boards New Hires Additional resource - please visit the website page below to hear Tony Cole’s short audio clips on how to coach these critical coaching skills http://blog.anthonycoletraining.com/sales-coaching-skills Note: New Sales Leaders will complete this self-assessment prior to attending their 2 ½ day Immersion in Cleveland. Towards the end of the 8-week training program, their Sales Managers will also complete this as an evaluation of their learning and progress as well as development areas. This is part of the New Sales Leader’s certification and completion of SME Immersion.

Debriefs Effectively Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale: 5 = Strongly Agree: Completely addresses requirements; no modifications needed 4 = Agree: Addresses most requirements; minor modifications needed 3 = Neutral: Generally addresses requirements; some modifications needed 2 = Disagree: Few requirements addressed; significant modifications needed 1 = Strongly Disagree: Does not meet our requirements at all Area Level Sales Leader’s Ranking Regl. Sales Exec's Ranking Coaching Skill Has Scheduled Debriefing Sessions 1 2 3 4 5 Asks Questions Maintains Focus on Critical Items Has Clear Insight Provides Feedback That Improves Skill Stays Clinically Detached Sales Leader’s Comments: Regl. Sales Exec's Comments: Agreed Upon Action Steps: 2

Is Effective at Joint Calls Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale: 5 = Strongly Agree: Completely addresses requirements; no modifications needed 4 = Agree: Addresses most requirements; minor modifications needed 3 = Neutral: Generally addresses requirements; some modifications needed 2 = Disagree: Few requirements addressed; significant modifications needed 1 = Strongly Disagree: Does not meet our requirements at all Area Level Sales Leader’s Ranking Regl. Sales Exec's Ranking Coaching Skill Conducts Joint Calls Regularly 1 2 3 4 5 Does Not Rescue Completes Pre- Call Plans w/RM Completes Post-Call Debriefs w/RM Provides Insights Does 1 on 1 Coaching Receives & inspects Commitments Sales Leader’s Comments: Regl. Sales Exec's Comments: Agreed Upon Action Steps: 3

Asks Quality Questions Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale: 5 = Strongly Agree: Completely addresses requirements; no modifications needed 4 = Agree: Addresses most requirements; minor modifications needed 3 = Neutral: Generally addresses requirements; some modifications needed 2 = Disagree: Few requirements addressed; significant modifications needed 1 = Strongly Disagree: Does not meet our requirements at all Area Level Sales Leader’s Ranking Regl. Sales Exec's Ranking Coaching Skill Creates Discovery Process 1 2 3 4 5 Gains Agreement Asks Open Ended ?s Leads to Objections Conversational Asks the Tough Questions Sales Leader’s Comments: Regl. Sales Exec's Comments: Agreed Upon Action Steps: 4

Understands Impact of Major Performance Factors Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale: 5 = Strongly Agree: Completely addresses requirements; no modifications needed 4 = Agree: Addresses most requirements; minor modifications needed 3 = Neutral: Generally addresses requirements; some modifications needed 2 = Disagree: Few requirements addressed; significant modifications needed 1 = Strongly Disagree: Does not meet our requirements at all Area Level Sales Leader’s Ranking Regl. Sales Exec's Ranking Coaching Skill Need for Approval 1 2 3 4 5 Money Issues Rejection Issues (Controls Emotions) Buy Cycle Record Collection Sales Leader’s Comments: Regl. Sales Exec's Comments: Agreed Upon Action Steps: 5

Demonstrates Effective Selling Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale: 5 = Strongly Agree: Completely addresses requirements; no modifications needed 4 = Agree: Addresses most requirements; minor modifications needed 3 = Neutral: Generally addresses requirements; some modifications needed 2 = Disagree: Few requirements addressed; significant modifications needed 1 = Strongly Disagree: Does not meet our requirements at all Area Level Sales Leader’s Ranking Regl. Sales Exec's Ranking Coaching Skill Knows content 1 2 3 4 5 Owns Content Is Effective at Demonstration Identifies Incorrect Behavior Teaches Theory Coaches Skill Sales Leader’s Comments: Regl. Sales Exec's Comments: Agreed Upon Action Steps: 6

Is Effective at Getting Commitments Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale: 5 = Strongly Agree: Completely addresses requirements; no modifications needed 4 = Agree: Addresses most requirements; minor modifications needed 3 = Neutral: Generally addresses requirements; some modifications needed 2 = Disagree: Few requirements addressed; significant modifications needed 1 = Strongly Disagree: Does not meet our requirements at all Area Level Sales Leader’s Ranking Regl. Sales Exec's Ranking Coaching Skill Helps Discover Issues 1 2 3 4 5 Leads Individual to Eventual Outcome Gains Agreement That Outcome is Not Desirable Creates Disciplined Structure for Coaching Sales Leader’s Comments: Regl. Sales Exec's Comments: Agreed Upon Action Steps: 7

Consistently Coaches Skills & Behaviors Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale: 5 = Strongly Agree: Completely addresses requirements; no modifications needed 4 = Agree: Addresses most requirements; minor modifications needed 3 = Neutral: Generally addresses requirements; some modifications needed 2 = Disagree: Few requirements addressed; significant modifications needed 1 = Strongly Disagree: Does not meet our requirements at all Area Level Sales Leader’s Ranking Regl. Sales Exec's Ranking Coaching Skill Regular Coaching Hours 1 2 3 4 5 Coaches Skills & Behaviors Behavior Ratios are Improving RMs Demonstrating Better Skills & Understanding Sales Leader’s Comments: Regl. Sales Exec's Comments: Agreed Upon Action Steps: 8

Understands Impact of Crucial Elements Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale: 5 = Strongly Agree: Completely addresses requirements; no modifications needed 4 = Agree: Addresses most requirements; minor modifications needed 3 = Neutral: Generally addresses requirements; some modifications needed 2 = Disagree: Few requirements addressed; significant modifications needed 1 = Strongly Disagree: Does not meet our requirements at all Area Level Sales Leader’s Ranking Regl. Sales Exec's Ranking Coaching Skill Desire 1 2 3 4 5 Commitment Outlook Responsibility Sales Leader’s Comments: Regl. Sales Exec's Comments: Agreed Upon Action Steps: 9

Effectively On-boards New Hires Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale: 5 = Strongly Agree: Completely addresses requirements; no modifications needed 4 = Agree: Addresses most requirements; minor modifications needed 3 = Neutral: Generally addresses requirements; some modifications needed 2 = Disagree: Few requirements addressed; significant modifications needed 1 = Strongly Disagree: Does not meet our requirements at all Area Level Sales Leader’s Ranking Regl. Sales Exec's Ranking Coaching Skill Meets Weekly for Coaching Sessions 1 2 3 4 5 New Hire Can Explain Objectives & Expectations New Hire Meets or Exceeds Activity & Behavior Expectations w/o Exception Sales Leader’s Comments: Regl. Sales Exec's Comments: Agreed Upon Action Steps: 10