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Running Head: SALES MANAGEMENT 1Task 2: Coaching and MentoringName of the StudentName of the University
SALES MANAGEMENT 22.1 Coaching or mentoring program on Performance NeedsA training or performance need analysis is important as it helps the management to understand and explore the performance, skills and knowledge by identifying and solving the gaps. Good coaching or mentoring program not only helps the firm to perform well but also helps in the better development and growth of the employees. The productivity and the success of the firm increases by performing well. Coaching is provided for fulfilling the short-term goals whereas mentoring can help in achieving various kinds of goals such as short, medium and long-term goals by focusing on both the present and the future goals. So, it is important to develop a good and well-developed mentoring program for both individuals and the teams. The ideas and objectives based on which the program will be developed are—First, the program will be for the new as well as the old employees for 6 months. Second, the main aim of the program is provided training and developmental programs so that the organizational goals can be accomplished easily (BusinessBalls, 2017).Third, transformational leadership approach will be used as it will be beneficial for both the mentor and the individual.Fourth, they will be provided training in interpersonal, communication, behavioral, modern technological skills etc. Fifth, the communication will be done face to face, through group activities, various modern tools such as skype, Instagram, LinkedIn etc. Sixth, the performance and the growth of the employees will be monitored regularly. They will be also evaluated based on their behavior with others.
SALES MANAGEMENT 3Seventh, training is essential as it will help the employees to perform well in the changing business scenario. It will also be easier to identify challenges and opportunities.Finally, the employees will learn to give their best by working together. 2.2 Success analysis of coaching or mentoring program Success plays an important role in motivating and improving the performance of both the organization and the employees. Another aim of mentoring or coaching program is to develop a good work culture and management system. The third aim is to maximize the performance of the individuals and the teams so that they can gain good opportunities by improving and learning new skills, techniques, knowledge etc. The final aim is to improve the position, image and equity of the firm in the market by providing good services and products. The coaching or mentoring programs becomes successful if it is able to motivate the employees to learn new things, by creating good relationships. Another way by which the success of the coaching or the mentoring program can be analyzed is to visualize the current and the future opportunities so that the individuals and the teams are satisfied and happy to perform well. The coach or the mentor should have the ability to make the vision a reality. The mentees should be guided and motivated continuously with proper feedback, training anddevelopment initiatives. The success can also be analyzed by evaluating the retention and turnover rate, increase in the revenue, sales etc. (Connor, and Pokora, 2012). So, to achieve various kinds of success, the most important step taken by the mentor is to develop a good SMART objective where the mentees should be clearly explained about their responsibilities and duties. The SMART objective plan is---First, the mentees will be provided training based on their needs, time and situation.Second, to increase the retention rate if the firm by 20% within 1 year.

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