Lead By Example
A powerful component of my onsite coaching is the time I spend with a canvasser between doors. The coaching that takes place in that short time is invaluable. It’s training in real time. We can talk about what just took place at the door and I can reinforce the positive aspects of the presentation, as well as things to try differently.
If you have veteran canvassers then team them with your rookies. Let your rookies learn from the veterans by observing their techniques and patterns on the job. Let them see how they do their job and what makes them successful.
In turn, you’ll reinforce to the veterans their value, plus it’s your opportunity to test and stretch the veterans’ abilities and talents. It also holds them accountable. It’s hard for them to slack off on even one presentation when they have a rookie watching every move and absorbing every word. It forces your veterans to perform at their best. You’ll often see their performance numbers go up because they want to impress the rookies. They won’t cut corners.
Additionally, a veteran’s ability will improve because their training becomes internalized. They’re no longer only walking and talking their game, they now have to analyze it, break it down and explain it. Doing so forces them to find and work out the flaws in their techniques.
Your time is always at a premium and the clients I work with one on one over the phone tell me they have trouble finding quality training time to spend with their new canvassers. Take advantage of your veterans’ abilities to train your rookies under the best conditions possible, on the streets knocking on doors.
Next Month – Have you installed the light at the end of the tunnel for your canvassers to strive for?
You’ll want to get and read next month’s newsletter. I’ll reveal a secret ingredient for insuring that your top producing canvassers stay with you.
If you’d like to learn more about training you can call me for a brief, free phone consult. You can contact me directly at (216) 588-1337.