Below are the 3 challenges you were able to help me overcome: Low Activity When I started with coaching, I was not making a lot of calls and had overall low activity. Through coaching, we were able to map out a schedule and increase my time management skills. I went from 10-15 calls per day to 30-40 calls per day Each hour of my day is blocked off for activity Not being able to keep conversations going When I started with coaching, I had lower talk time, where each call would last 1-2 minutes. I was unsure which questions to ask and how to dig deeper into questionings. With the use of “Tell me More” I have been able to increase my talk time and finished in the top 50% of my organization This helped me uncover key pain points and allowed me to position products around that. Increased Self Confidence When I started with coaching, I was not confident in my sales abilities and felt I may not be good enough in this environment. Through coaching, we spoke about why I may feel this way and dug down to the root cause. The manta was “kill the monster while it’s a baby” Through this, I became noticeable more confident - where my director even noticed a change. This translated to confidence on the phone and helped me close some major deals.

Problem: ;Overcoming stress in the first weeks and finding confidence Description: The first few weeks after starting a new position are incredibly stressful, as you might feel the pressure to learn everything as fast as possible. In addition, as a new colleague, one can be anxious to get to know everyone and start making new connections. Solution: One of the most helpful techniques suggested to me by Michelle was to embrace the stress and try to accept the fact that you will make some mistake, one way or another. The most important thing in these first weeks ended up being able to observe the environment first instead of immediately trying to become a part of it. This essentially means that, instead of attempting to present oneself in a certain way, it is much more important to take the time to understand the new situation, observe how others act in this team, and learn from this context. By doing so, I was able to pause and accept the fact that I was a new member of the team and still had a lot to learn. Finally, Michelle stressed that in the early days it was crucial to take care of the mind through meditation and gratitude practice. Through letting go of the stressful thoughts and learning to quieten my mind, I was able to handle the new environment more calmly, which made the transition into the new position much easier.