Mentoring is about Teaching

Effective mentoring starts with identifing what you want to teach. Here is a process that will help you achieve results.


WRITE IT DOWN Use a legal pad and write down what you want to achieve. In this case what you want to identify are the methods, knowledge and materials you will need in order to mentor effectively.

ASK YOURSELF IF SOMEONE READING WHAT YOU WROTE WILL UNDERSTAND WHAT YOU MEANT The clinical definition of communication is there must be mutual understanding of the thought being conveyed. Think of the age old story of blind men being asked to describe an elephant.

ASK YOURSELF IF WHAT YOU WROTE IS REALLY WHAT YOU MEANT You will discover that by re-reading your written statements they will either become clear as to what you want or they will need to be revised to reflect what you actually want.

IDENTIFY THE STEPS NEEDED TO ACHIEVE THE RESULT Once you are absolutely certain you have the objective in focus write down what process you need get there.

WRITE DOWN WHAT THE EFFECTS OF THE RESULT WILL BE Consider the possibilities before you put your plan into motion. If you do what you have set out to do what are the possible outcomes and more importantly are they what you wanted when you first began the exercise. If so, proceed. If something different is going to occur look at each step of your process and adjust accordingly.

Here is your list, use the process above on each step.

  • WHAT DO I WANT THE NEW SALESPERSON TO LEARN?
  • WHAT METHODS CAN I USE TO TEACH THEM?
  • HOW CAN I MEASURE THEIR LEVEL OF KNOWLEDGE?
  • WHAT IS THE MOST IMPORTANT THING I NEED TO TEACH?
  • HOW DO I TEACH IT?
  • WHAT TRAINING MATERIALS WILL I NEED?
  • WHAT STEPS DO I NEED TO TAKE IN ORDER TO MENTOR PROPERLY?
  • WHAT IS THE ULTIMATE OBJECTIVE?


Use this process with everything you do. It will produce the desired results.


Mentoring checklist

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