Summary
Just like great athletes, sales professionals need consistent and targeted coaching to help them improve sales performance.
Sales Coaching equips sales managers with the skills, knowledge and tools they need to become more effective coaches for their sales teams.
Sales managers will learn critical coaching skills, including:
The Role of a Sales Coach
- Identifying common coaching challenges
- Role of a sales coach and definition of sales coaching
- Benefits of sales coaching and how it can improve sales results
- Optimal amount of time dedicated to coaching
Developing a Coaching Plan and Allocating Coaching Time
- Benefits of developing a coaching plan
- Using a Skills/Knowledge profile to develop a coaching plan for each sales rep
- Determining a coaching ROI based on the Skills/Knowledge profile
- How to coach new sales reps
- Factoring in “coachability” when allocating coaching time
Sales Coaching Model
- Overview of five step sales coaching model
- Planning the coaching visit
- Using a Coaching Visit Planner tool
- Developing focused coaching objectives and expectations to coaching time
- Performing a pre-call briefing to properly set expectations
- Best role for a sales manager during a sales call
- What to observe as a coach during a sales call
- Maintaining your role as a coach during a sales call
- When it is appropriate to rescue a sales rep during a sales call
- How to rescue a sales rep without damaging confidence or impacting the customer relationship
- Conducting productive coaching sessions after the sales call
- How to get a sales rep’s commitment to use new skills or knowledge
- Effective follow-up using Personal Development Plans
Length: 2 hours