North America

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.

Sales coaching is the most direct way to impact sales team performance

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:

  • Describe the characteristics of a high-performance sales climate.
  • Demonstrate The Basic Principles to increase coaching effectiveness with their sales teams.
  • Evaluate sales performance using the Coaching Issues Diagram.
  • Apply a set of skill steps for providing constructive feedback, developing others and giving recognition to increase salesperson performance and drive results.
  • Successfully handle difficult coaching conversations.
  • Use phone, voice mail, e-mail and real-time messaging to coach salespeople effectively from a distance.
  • Implement a coaching process with the sales team.

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.

A comprehensive approach promotes effectiveness and efficiency

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.

Benefits of using Professional Sales Coaching

Your sales manager will enjoy:

  • A challenged and motivated sales team that consistently strives to produce at peak levels
  • Improved performance from salespeople who previously failed to meet sales goals
  • Increasingly high levels of productivity from top performers

Your salespeople will:

  • Experience greater confidence in their ability to meet—and even surpass—sales goals
  • Increase sales success through coaching and reinforcement of selling skills and product knowledge

Your organization will experience

  • Reduced turnover by providing salespeople with direction, support and professional development
  • Systematic rather than random development of your sales force
  • Increased success in winning new business and building customer loyalty

Why coach

Participants explore what coaching means, why it’s important and what makes coaching challenging. Specifically, participants discuss:

  • The challenges and rewards of improving business results by changing others’ behavior
  • Three aspects for creating a high-performance sales climate in their teams
  • Advantages and disadvantages of directive and collaborative approaches to coaching
  • How to apply The Basic Principles to establish a culture of collaboration within the sales team

What to coach

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:

  • To utilize three areas of sales call competence— product knowledge, customer knowledge and selling skills/sales process—to evaluate individual and team behaviors
  • To coach to a standard using customizable assessment and evaluation tools
  • To focus their efforts on common performance improvement issues
  • To use a manager’s Resource Guide to identify positive and negative cues associated with keys to selling success

Delivery Options

Whether you are looking for in-person training, digital options, an integrated approach or a blended solution, we can ensure an experience that best suits your workforce.

Instructor Led Training

Digital Learning Options

Integrated Training

Enhance Your Sales Skills