Coaching Sales Teams

Summary

This price of this class is for up to 15 participants.  The class to be taught at your location.  All classes purchased can be taken for up to one year after purchase.  Bulk discounts will apply.  Please call for details.

Coaching is not just for athletes. More and more organizations are choosing to include coaching as part of their instruction. Coaching salespeople, when done correctly, will not only increase sales, it will have a positive impact on the community and culture of a company. The benefits of coaching salespeople are numerous and worth exploring.   

 

Workshop Objectives

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. With that in mind, let's review our goals for today.

At the end of this workshop, participants should be able to:

  • Understand the definition of coaching
  • Identify and monitor key information  
  • Communicate effectively
  • Use coaching techniques
  • Avoid common mistakes
Course Outline

Module One: Getting Started

Workshop Objectives

Module Two: What Is a Coach?

  1. Be a Coach
  2. Roles
  3. Responsibilities
  4. Face Challenges
  5. Case Study

    Module Three: Coaching

    1. Be Confident
    2. Build Connections
    3. Communicate
    4. Focus on the Process
    5. Case Study

    Module Four: Process

    1. Define Effective Salespeople
    2. Coaching vs. Training
    3. How Coachable Is an Employee (A. G.R.O.W.T.H.)
    4. Avoid the Gap
    5. Case Study

    Module Five: Inspiring

    1. Individualize
    2. Personalize Rewards
    3. Acknowledge Success
    4. Provide Opportunities Over Punishment
    5. Case Study

    Module Six: Authentic Leadership

    1. Vulnerability
    2. Be Yourself and Encourage Individuality
    3. Listening
    4. Appreciate Effort
    5. Case Study

    Module Seven: Best Practices

    1. SMART Goals
    2. Be Realistic
    3. Brainstorm Options
    4. Take Away
    5. Case Study

    Module Eight: Competition

    1. Social Pressure
    2. Gamification
    3. Rewards
    4. Don't Go Overboard
    5. Case Study

    Module Nine: Data

    1. Provide Clear Metrics
    2. Measurable Results
    3. Analyze Data
    4. Visualize Trends
    5. Case Study

    Module Ten: Maintenance Strategies

    1. Benefits of Internal Program
    2. Choose a Method
    3. Create a Culture
    4. Train Coaches
    5. Case Study

    Module Eleven: Avoid Common Mistakes

    1. Poor Leadership
    2. Ineffective Communication
    3. Incomplete Data
    4. Don't Be Afraid to Let Go
    5. Case Study

    Module Twelve: Wrapping Up

    1. Words from the Wise




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