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Coaching For Sales Results

It’s proven that sales coaching leads to an upward shift in performance. According to a recent Insights study by Brainshark, companies with dynamic coaching programs achieve a 28% higher win rates. Combine sales training with continuous coaching and see that number increase.

 
 

 
 

OBJECTIVE:

This course provides the skills, structure and processes for improving communication, motivation and sales productivity. 

WHO SHOULD ATTEND:

Front-line sales managers

TOPICS:

Module 1    SETTING EXPECTATIONS

     Coaching versus Managing

     Coaching Issues Template

     Performance Evaluation

     Giving Effective Task and Skills Instruction

Module 2     ACTIVE LISTENING 

     Three Barriers to Listening

     Clarifying and Confirming

     Acknowledging and Empathizing

     Creative Thinking Questions

Module 3     GIVING FEEDBACK 

     Positive

     Corrective

     Constructive

     Recognition and Motivation

Module 4    COACHING CONVERSATIONS

     Planned and Spontaneous

     Structure and Process

     Diagnosis and Action Planning

     Motivating versus Managing

THE TRAINING:

16 classroom hours

Highly interactive methodology

Customized content

Workbook and job aids

Immediate Real-Life Applications