Course Description
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” workshop, your participants will discover the specifics of how to develop coaching skills.
At the end of this workshop, participants should be able to:
Understand the definition of coaching
Identify and monitor key information
Communicate effectively
Use coaching techniques
Avoid common mistakes
Agenda
Course Core Competencies:
Module 1: What is a Coach?
Topic A: Be a Coach
Topic B: Roles
Topic C: Responsibilities
Topic D: Face Challenges
Module 2: Coaching
Topic A: Be Confident
Topic B: Build Connections
Topic C: Communicate
Topic D: Focus on the Process
Module 3: Process
Topic A: Define Effective Salespeople
Topic B: Coaching vs. Training
Topic C: How Coachable is an Employee (A. G.R.O.W.T.H.)
Topic D: Avoid the Gap
Module 4: Inspiring
Topic A: Individualize
Topic B: Personalize Rewards
Topic C: Acknowledge Success
Topic D: Provide Opportunities Over Punishment
Module 5: Authentic Leadership
Topic A: Vulnerability
Topic B: Be Yourself and Encourage Individuality
Topic C: Listening
Topic D: Appreciate Effort
Module 6: Best Practices
Topic A: SMART Goals
Topic B: Be Realistic
Topic C: Brainstorm Options
Topic D: Take Away
Module 7: Competition
Topic A: Social Pressure
Topic B: Gamification
Topic C: Rewards
Topic D: Don’t Go Overboard
Module 8: Data
Topic A: Provide Clear Metrics
Topic B: Measurable Results
Topic C: Analyze Data
Topic D: Visualize Trends
Module 9: Maintenance Strategies
Topic A: Benefits of Internal Program
Topic B: Choose a Method
Topic C: Create a Culture
Topic D: Train Coaches
Module 10: Avoid Common Mistakes
Topic A: Poor Leadership
Topic B: Ineffective Communication
Topic C: Incomplete Data
Topic D: Don’t Be Afraid to Let Go