Coaching Salespeople

Module One: Getting Started
Course 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