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.
With our Coaching Salespeople course, 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 coaches face in regards to working with salespeople
Module One: Getting Started
• Workshop Objectives
Module Two: What Is a Coach?
• Be a Coach
• Roles
• Responsibilities
• Face Challenges
• Case Study
• Module Two: Review Questions
Module Three: Coaching
• Be Confident
• Build Connections
• Communicate
• Focus on the Process
• Case Study
• Module Three: Review Questions
Module Four: Process
• 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
Module Five: Inspiring
• Individualize
• Personalize Rewards
• Acknowledge Success
• Provide Opportunities Over Punishment
• Case Study
• Module Five: Review Questions
Module Six: Authentic Leadership
• Vulnerability
• Be Yourself and Encourage Individuality
• Listening
• Appreciate Effort
• Case Study
• Module Six: Review Questions
Module Seven: Best Practices
• SMART Goals
• Be Realistic
• Brainstorm Options
• Take Away
• Case Study
• Module Seven: Review Questions
Module Eight: Competition
• Social Pressure
• Gamification
• Rewards
• Don’t Go Overboard
• Case Study
• Module Eight: Review Questions
Module Nine: Data
• Provide Clear Metrics
• Measurable Results
• Analyze Data
• Visualize Trends
• Case Study
• Module Nine: Review Questions
Module Ten: Maintenance Strategies
• Benefits of Internal Program
• Choose a Method
• Create a Culture
• Train Coaches
• Case Study
• Module Ten: Review Questions
Module Eleven: Avoid Common Mistakes
• Poor Leadership
• Ineffective Communication
• Incomplete Data
• Don’t Be Afraid to Let Go
• Case Study
• Module Eleven: Review Questions
Module Twelve: Wrapping Up
• Words from the Wise
• Lessons Learned