Coaching for Sales Success
Workshop Description
The best sales managers spend more time coaching and developing the capabilities of their entire sales team because they know that this will maximize sales results. This workshop will teach you how to excel as a sales coach. For example, how to vary your coaching style for each of your salespeople is one of the key concepts. Average sales managers don't do this well or at all.
This interactive 2-hour workshop highlights practical concepts and guidelines, including an opportunity to create a coaching action plan for one of your salespeople.
Depending on what works best for you, the workshop can be taught in-person or virtually. Peak Selling will also customize the content at no additional cost to include examples that are relevant to your company and industry.
Who Should Attend?
All sales managers will benefit from this workshop. It also works well to send any salespeople who will be promoted to a sales management role in the near future.
Topics and Objectives
1. Why Salespeople Don't Do What You Expect: The workshop begins with a discussion on the five main reasons that salespeople don't do what you expect them to do. A brainstorm activity is used to generate suggestions on how to address these five items.
2. Coaching Process and Planning: Improve your ability to plan and conduct effective sales coaching sessions, with emphasis on setting clear performance expectations and making the salesperson accountable for results. You will also create an action plan for coaching one of your salespeople.
3. Varying Your Coaching Style: You will learn four different coaching styles and how to diagnose which coaching style is most appropriate for a specific situation. For example, a new sales professional might need extensive coaching on basic selling skills whereas a more experienced salesperson might simply need some fine tuning on one aspect of key account management.