Why you do this session / potential triggers
Coaching on metrics is an opportunity to dive deeper into why you have expectations for your team to achieve metrics above and beyond their quota.
You might notice that something is off as you review metrics and instead of simply pushing them to reach all the targets, you want to deal with the root cause which is often that they don’t understand the value of each metric and how it helps them as well as you and the whole team.
What you need to prepare as a manager
If you have a live (or close to it) view of metrics via a dashboard, you can open that during the session and don’t need to prepare anything specific, other than to be ready to highlight issues during the session.
If you need to do some manual work to generate a report it’s a good idea to do that fairly close to the time of the session rather than too far in advance.
What the rep needs to prepare
The rep should come to the session with any questions they might have around any metrics you use and why you track them.
What you’ll cover
Here’s some guidance for each talking point in the notes template:
What triggered the need for this session
To begin, you can open your report or dashboard and highlight where you see any issues.
Recap why metrics are important
Walk through key metrics and discuss performance against them. Watch out for the tendency to let it become a pipeline review.
Chosen metric:
(Repeat for each one)
- Current performance on that metric
- Issues and impacts around that metric
- Rep input: challenges / blockers
How can the rep develop based on this?
To make the session valuable for the rep, there should be some action for them to take to make an improvement based on what they’ve learned. This section of the notes is a reminder to add those as actions so you can follow up later.
Some example actions might be:
“Review your calendar before we do a daily admin/time management session”
“Review opportunity creation metric weekly over the next month and report back”
What next?
Remember to share the notes and actions once you’re done.
Based on how the session went, you might want to update the rep profile with an update or a change in their skills profile.