Planning the Evaluation at Frontier Manufacturing

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Paul had been planning a “Hitting the Mark” session with the RSMs.

The purpose of this session was to look at midyear results and to

take actions to ensure that annual sales goals are met. The HR VP

suggested that this would be an ideal time and place to review the

240 Coaching That Counts

results of the coaching. Paul was initially reluctant to give up floor

time at this meeting. With the budget constraints, the RSMs only

got together twice a year, so their time together was precious. At the

urging of the HR VP, Paul agreed on a two-pronged approach to the

evaluation—one that would respect people’s time and perhaps even

energize them further. First, a written survey would be completed

by each coaching client and a group summary of the results prepared.

This survey would be completed in advance of the meeting

so as to not take up valuable meeting time. Second, one hour of the

Hitting the Mark session would be devoted to discussing the results

of the survey and delve into how the RSMs are trying new ways to

lead their teams and increase prospecting.