ABSTRACT
The manager/leader needs to step up to the plate and take responsibility for ensuring communication does take place. All too often a sales representative, supervisor, manager or craft worker does not know exactly what’s expected of him or her. It’s no wonder he expresses surprise and, typically, also anger, when told he’s under performing. Without a benchmark of expectation, there is no clear method of evaluation. The key is to achieve clear communication. To work, both the sender and the receiver—the coach and the employee—must share a common vision of the goals/objectives. The six-step job description clearly communicates the company's high standards and performance expectations to new salespeople. These steps are objectives/goals, leadership, professional development, account responsibility, customer responsibility, and business account responsibility. Making sure employees stay focused on their objective and always beginning with constructive feedback are also vital coaching tactics.
