Coaching for Sales Success
Coaching for Sales Success
OBJECTIVES
By the end of the program, participants will be able to:
- Understand the importance of coaching in improving results.
- Greatly enhance sales staff performance and job training.
- Raise job satisfaction levels.
- Enhance the interpersonal and sales skills for their staff.
- Ensure that the right people have the right skills to achieve their sales objectives.
- Enhance the relationship between sales management and the sales staff.
WHO SHOULD ATTEND?
People who supervise staff, sales staff who want to improve their leadership skills, sales managers and trainers.
COURSE OUTLINE
Sales Management Competencies
- Sales Competency-Based Training
Coaching
- Why Sales Coaching?
- How to Coach the Sales Force?
- What Do Sales Coaches Do?
- Sales Aerobics Exercises
- Critical Success Factors of Sales Coaching
- Coaching Model
- The Process of Coaching
Mentoring
- Providing Mentoring Support to a Colleague
- What is a Mentor?
- Purposes of Mentoring
- Characteristics of a Good Mentor
- The Mentoring Process
- Foundations for Successful Mentoring Relationships
Effective Coaching
- The Coaching Conversation and the Role of Feedback
- Key Aspects of Coaching
- The Sales Performance Meeting
- Emotional Intelligence in Coaching
- Questions for Evaluating Representatives
- Phone Coaching
- Results-Based Leadership
- Developing a Coaching Planner
- Masterful Coaching
- Diversity Training