How do you know when to do work planning, training, or coaching?

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Coaching Diagnostic with the Triad of Performance


When you are not getting the level performance you expect, then you must determine what’s causing it and take the appropriate action.

Ask the questions, document how you know your answers are correct, then take the right action.

1. Does the person know “what” to do? If you can demonstrate how you know they know “what” to do, then move on to the next question. If not, then it’s time to sit down with them to do work planning, so it is clear what they are to be doing and at what level of proficiency.

2. Does the person know “how” to do it? How do you know? Have they demonstrated proficiency doing it in the past? If not, get the person training.

3. Is the person doing it at the required level of proficiency? After you’ve answered the first two questions in the affirmative, and performance is still not there, now it’s time to coach. A part of coaching is to explore obstacles blocking optimal performance and work with them to resolve those issues and then to coach them on how best to perform the tasks at hand.

Next blog, we’ll discuss how to use the three-step quick coaching technique.

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Dr. Robert "Bob" DeGroot, M.Ed., DCH
Author of 22 Best Selling eBooks

Sales Training International

https://www.saleshelp.com for more information

© 2020 Robert P DeGroot

Dr. Robert "Bob" DeGroot is the founder and president of Sales Training International. He is a bestselling author, counselor, consultant, sales professional, and trainer. He has over 40 year's experience in the fields of sales, sales management, customer service, psychology, hypnosis, and program development. He holds a Bachelor of Arts degree in Psychology and Master of Education in School Psychology from Texas State University. He earned his Doctor of Clinical Hypnotherapy degree from the American Institute of Hypnotherapy. He is the author of 70 + Instructor-led training manuals, 50 + Web-based training courses, and 40 + books and ebooks.

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