For Follow Up
Performance
Aids & Customized Follow-up ToolsFollow-up
Meeting Package for GSD Follow-up
Meeting Package for CSP 
We will create and customize performance aids and follow-up tools to match the specific needs of your organization and industry. These tailored reinforcement tools help to ensure skills learned in training are transferred to the job and effectively used.
After the Guided Self Development (GSD) program has been implemented, to achieve the greatest return on your training efforts, systematic follow up must occur to make sure new skills and knowledge thrive and are utilized regularly on the job. Managers are the caretakers of the new skills and behaviors of the people who report to them. Just as First Line Managers (FLMs) are the caretakers of Field Sales Representatives, Second Line Managers (SLMs) are the caretakers of the FLMs who report to them.
The Guided Self Development Follow-up Meetings have been created to help SLMs fulfill their role as caretakers of FLM coaching and counseling skills. In all, there are 14 meetings in the package, 1 package overview meeting, 3 meetings intended to orient SLMs to their role as caretakers, and 10 meetings for SLMs to deliver to FLMs as GSD skill-building exercises.
1. Key Concepts Behind GSD
2. What FLMs Learned in GSD
3. What SLMs can do to Help FLMs
Meetings For First Line Managers, As Attendees
1. The Pyramid of Success
2. Behavior and Results
3. APP Coaching Process Review
4. APP Counseling Process Review
5. Differentiating Coaching from Counseling
6. Guidance Skills Review
7. Targeting Skills and Desired Behaviors
8. Observing Performance and Deciding on Change
9. Making Progress in Development
10. Tracking Performer Development
The Package Overview Meeting and a Package Guide booklet provide resources for resources for corporate trainers to assist with the preparation and orientation of SLMs.
After the Customer Satisfaction Program (CSP) program has been implemented, systematic follow up must occur to make sure new skills and knowledge thrive and are utilized regularly on the job. First Line Managers (FLMs) are the caretakers of the new skills and behaviors of their sales people.
The Customer Satisfaction Follow-up Meetings have been created to help FLMs fulfill their role as caretakers of the skills of their sales people. In all, there are 14 meetings in the package for FLMs to deliver to FLMs as CSP reinforcement and skill-building exercises.
1. Observing: Gathering Information From The Environment
2. Questioning: Gathering Information From People
3. Listening: Understanding What You Hear
4. Customer Satisfaction Path: Understanding The Buying Progression
5. Prescribing Continuum: Understanding The Incremental Growth Progression
6. Establishing Rapport: Building Professional Relationships
7. Discovering Needs And Valued Benefits: Revealing What The Customer Wants To Buy
8. Describing Benefits And Limitations: Gaining Credibility Through Reality
9. Affirming Product Features And Benefits: Adding The Power Of Proof
10. Developing Personalized Expectations: Presenting No Surprises, Reasonable Expectations
11. Defining Discussion Objectives: Planning Incremental Growth
12. Resolving Concerns: Recognizing And Removing Progress Barriers
13. Moving To A Decision: Helping Customers Buy What They Want
14. Professional Service Plans: Planning With Customers For Their Success
The Package contains all resources for corporate trainers to assist with the preparation and orientation of FLMs.
PANTHEON PARTNERS INTERNATIONAL