The Center for Excellence in Sales And Marketing - CESAM



 

 

 

Sample Lesson Plan - Skills

Learners - This is a sample lesson plan that a coach will likely use when you do the "Models of Practice" skill. While other lesson plans will vary, there will always be modeling and feedback by the coach similar to what is here.

 

Prepare: From the daily training schedule, identify the skill practice for that day and the context in which it will be practiced
Post assessment criteria for that skill as well as feedback guidelines
   
Explain:

Explain the relevance of the skill being learned and engage the class in discussion

  • Why is this skill important? Why are we practicing this skill in this context?
  • What personal attributes should be emphasized with this skill and this context

Share a personal experience you had when you saw this skill work well and state why it was effective

   
Demonstrate:

Provide live or video demonstration of the skill to be practiced

Discuss with the class how the demonstration did or did not meet the criteria - discuss alternate ways of responding to the situation

Demonstrate the scenario again - this time use a different approach

   
Articulate:

Arrange class into groups of 2 - 4

Allow each member of the group to practice the skill given the contexts you select

   
Feedback: As class members are practicing the skills, move around the room and coach as needed
   
Repeat: Repeat 'articulate' and 'feedback' as necessary. If there is a lot of time permitted on the schedule do this exercise 3-6 times. If learners are struggling with the practice, stop and re-explain or demonstrate as necessary
   
Reflect: With the class, disucss the experience - go back to the questions in the Explain section - ask class members to share their experiences. If the experience had any profound effects on class members - perhaps allow a few minutes then for them to write reflection statements while the experience is fresh on their minds


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