Coaching Reports are a quick way for managers to identify representatives in need of coaching. Typically produced in mystery shopping studies, these reports detail which employees failed to engage in targeted behaviors. For instance, if it is important for an organization to track cross- and up-selling attempts in a mystery shop, the Coaching Report can be designed to flag any representatives who failed to cross- or up-sell. Managers simply consult this report every day to see which representatives are in need of coaching, thus not losing any more cross- and up-sell opportunities.
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