Research shows one of the most critical roles a sales manager plays is the coaching of the sales team. Even though most sales managers would agree, few would claim they are able to devote enough time to the practice.
Professional Sales Coaching™ provides your sales managers and coaches with the framework, communication skills and planning tools they need to build and maintain a superior sales team—one that generates mutually beneficial, long-term business relationships. During the workshop, sales managers and coaches master a proven process for using collaborative coaching conversations to build a development culture that creates a high-performance sales team.
They learn how to:
With Professional Sales Coaching™, your sales managers will not only create a more positive, motivational work environment, they’ll build a stronger, more profitable sales organization—one that attracts new customers and retains them.
For sales coaching to be executed on a consistent basis, it must be supported through skills and tools that help sales managers easily incorporate sales coaching into their daily activities. Professional Sales Coaching™ addresses this issue by advocating a coaching approach that leverages selling skills already familiar to sales managers. In addition, the program includes a wide variety of tools to help managers identify coaching opportunities and implement development strategies. These include a robust set of self-assessments, sales performance evaluation tools, reinforcement tools and coach-the-coach components.
Your sales manager will enjoy:
Your salespeople will:
Participants explore what coaching means, why it’s important and what makes coaching challenging. Specifically, participants discuss:
Participants focus on the issues and competencies that outline superior sales performance, and can be used in observing and evaluating sales team performance. Participants learn: