Once you have commenced tracking your practice KPIs (Optician 26.06.09) and scoped out and documented your practice sales process (Optician 31.07.09), the next step is to performance coach your staff against your sales process and the behaviours that deliver your practice KPIs.
Research shows that a practice manager who is also an effective performance coach can increase sales by as much as 62 per cent. Such an individual also ensures that staff are constantly coached and mentored against the statisticals and the behaviours that deliver the numbers.
What is performance coaching?
Performance coaching is the process which enables staff to change their behaviours and improve their performance. It isn't about giving orders, it's about guiding and inspiring your practice team in a way that enables them to achieve their full potential. Because performance coaching is targeted at an individual's specific training needs, it is possibly the most effective method for individual development.
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