REFERRAL-MARKETING5 MIN READ
Coach a Rep on Referral Specificity
Use Situation-Behavior-Impact feedback to improve a teammate's referral ask.
Nina N Account executive S Situation B Behavior I Impact I? Intent Coaching moment 20 sec The pattern Nina uses the same vague referral line on six calls, even after customers describe peer problems. Generic coaching will produce generic improvement. 6 calls with vague asks
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