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and the skill set she would need to develop and created a plan to fill in the gap.


The strengths she possesses include: Confidence in the product and her ability to train on the product. Her writ- ten communication skills are strong. She is currently working on complet- ing her bachelor’s degree She is bilin- gual. She is comfortable expressing her thoughts about sales strategy.


The opportunities for Sheila: Presentation skills to larger groups. Interpretation of reports and tracking of sales results. Relationship develop- ment in national accounts. Working with business owners on developing their businesses.


The Plan: Sheila was designated as the lead on a new large account and was introduced to the client as the lead. Sheila created the training slide deck to present to a group of 25 and it was subsequently shared with other offices throughout the US to be used in their trainings. Sheila led the local training.


Sheila will be pulling weekly reports that show sales results by individual lo- cation for this national account and will then present to me her plans to grow the account. Sheila will be working


with an Account Manager to build her skill set on assisting business owners to develop their businesses. Sheila will be scheduling bi-weekly meetings with the national account to discuss sales and marketing results. I will be attending these with Sheila to provide support and curbside coaching.


I will be working with Sheila one on one to assist her in developing her presentation skills. Sheila and I meet one on one twice a month to discuss and review the national account sales results, sales strategy and how she feels about her progress on the devel- opment plan.


It is imperative that the leader meets on a regular basis with the team member so that any missteps can be corrected quickly. I have always believed in the importance of team development. Our success as a leader is dependent on how well our team does their job which is a direct result of the direction and communication we provide to them. ●


Barbara Proctor President of Peak Achievements, Inc barbara@peakachievements.net barbara@peakachievements.net 704-777-7717


www.womanwithknowhow.com OCTOBER 2012 25


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