About the Course

It is a scientific fact that human beings have not reached their fullest potential. This shows that there is space for a lot of improvement for salespeople, especially those that underperform. Many sales managers who have tried this tool stated that there is no other single activity to boost sales that work better than sales coaching. 

A good sales coach unlocks serious revenue potential — the data proves it. Effective sales coaching not only helps reps improve productivity and efficiency, but it can also increase sales performance, according to a study by research firm Gartner. The bad news is that many sales managers find coaching a difficult skill to master – especially in environments where reps are increasingly remote and are being asked to do more with less time and fewer resources. If you’re not getting the results you expect from your salespeople, don’t despair.

The tools presented in this training course will equip you to coach your sales team effectively. It is also worth mentioning that they are effective for both in-person and remote teams.

The conclusion is that a sales coach creates an environment of success that empowers employees to feel they can grow, contribute to team success and take accountability for their performance. Becoming an effective sales coach is necessary if a company wants to build successful teams that consistently meet and exceed quotas.

Core Objectives

The delegates will achieve the following objectives:

• Describe the steps of making the shift from sales manager to executive sales coach
• Define the role of a sales coach
• List the barriers to coaching a sales team
• Understand the 7 types of sales managers
• Encourage self-evaluation
• Identify what motivates salespeople and use it in their coaching sessions
• Develop capabilities on how to use the right questions in coaching

Training Approach

For better effectiveness of this training course, interactive educational methods will be used to facilitate the delegates to understand the issues that will be developed fully. The delegates will be allowed to contribute and ask for feedback. Participation in practical exercises and problem-solving will be linked to the delegates working environment. The simulation will enable the delegates to assess their level of understanding of the delegates and provide constructive feedback accordingly.

The Attendees

This training course is suitable for sales managers or store leaders wanting to hone or develop their skills in bringing results to their team members.

Likewise, it will be valuable to the professionals but not limited to the following:

• General Managers
• HR Managers & Professionals
• Business Development Managers
• Key Account Managers
• Regional Managers
• Sales Supervisors

Daily Discussion

DAY ONE: BECOMING AN EXECUTIVE SALES COACH

• What’s coaching?
• What is Sales Coaching?
• Making the shift from a sales manager to an executive sales coach
• Defining the role of a sales coach
• 9 barriers to coaching a sales team
• 5 characteristics of the world’s greatest sales coaches

DAY TWO: TACTICAL COACHING

• Who do you coach?
• Success indicators to determine personal coachability
• Coaching the whole person
• Developing sales champions from the inside out
• The top 10 characteristics of highly effective salespeople
• Make acknowledgement unconditional, measurable and specific

DAY THREE: THE COMMUNICATION STYLE OF THE EXECUTIVE SALES COACH

• Presenting the 4-week Progress Grid
  • Listening
  • Learning
  • Communication Accountability
  • Detach from the Outcome
  • Exemplifying Masterful Communication
  • Results/Success
• Facilitating an Effective Coaching Conversation
• Take a stand for your salespeople
• The Proactive Sales Manager
• Vulnerability-based Leadership

DAY FOUR: THE ANATOMY OF A COACHING SESSION

• The Coaching Prep Form
• Strategic Coaching Questions
• The LEADS Coaching Model
  • Listen
  • Evoke
  • Respond
  • Discuss
  • Support
• Going Deeper: Breakthrough Coaching
• Playing roles in Teams/Constructive Feedback

DAY FIVE: DEVELOP AN INTERNAL COACHING PROGRAM

• Empowering people to become more accountable
• Coaching questions to ask during the coaching meetings
• How to turn around an underperformer or decide to let someone go?
• How to attract and retain top talent, especially new hires?
• How do I get and keep salespeople motivated without using consequences or threats?
• How do I handle difficult or toxic salespeople?
• As a Sales Manager, how do you free up more time to focus on the activities that desperately need my attention?