Coaching Salespeople
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.
Online Course / Classroom Training
R1,649
Description
With our Coaching Salespeople workshop, your participants will discover the specifics of how to develop coaching skills. They will learn to understand the roles and responsibilities of coaching as well as the challenges that coach’s face in regards to working with salespeople.
Coaching Salespeople > Course Outline:
Icebreaker
Housekeeping Items
The Parking Lot
Workshop Objectives
Be a Coach
Roles
Responsibilities
Face Challenges
Case Study
Module Two: Review Questions
Be Confident
Build Connections
Communicate
Focus on the Process
Case Study
Module Three: Review Questions
Define Effective Salespeople
Coaching vs. Training
How Coachable Is an Employee (A. G.R.O.W.T.H.)
Avoid the Gap
Case Study
Module Four: Review Questions
Individualize
Personalize Rewards
Acknowledge Success
Provide Opportunities Over Punishment
Case Study
Module Five: Review Questions
Vulnerability
Be Yourself and Encourage Individuality
Listening
Appreciate Effort
Case Study
Module Six: Review Questions
SMART Goals
Be Realistic
Brainstorm Options
Take Away
Case Study
Module Seven: Review Questions
Social Pressure
Gamification
Rewards
Don’t Go Overboard
Case Study
Module Eight: Review Questions
Provide Clear Metrics
Measurable Results
Analyze Data
Visualize Trends
Case Study
Module Nine: Review Questions
Benefits of Internal Program
Choose a Method
Create a Culture
Train Coaches
Case Study
Module Ten: Review Questions
Poor Leadership
Ineffective Communication
Incomplete Data
Don’t Be Afraid to Let Go
Case Study
Module Eleven: Review Questions
Words from the Wise
Review of Parking Lot
Lessons Learned
Completion of Action Plans and Evaluations
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