Once viewed as a way to correct underperformance, coaching is now widely observed as a core part of professional development and a critically important tool to support salespeople. This program teaches participants a model for "developmental" coaching that is designed to help sales managers provide specific and action-oriented feedback to help salespeople become more effective. By the conclusion of the program, participants will be able to:
Collect information needed prior to conducting a coaching session
Effectively plan for a coaching session
Apply a coaching sequence and the skills required to make it work
Observe salespeople in selling situations with an understanding of what to look for and how to capture key points
Give feedback in a balanced, helpful, non-threatening way
Reach agreement with a salesperson as to where improvement is needed
Offer a salesperson ideas as to how to be more effective in the selling role
Manage resistance salespeople demonstrate when a manager suggests changing or modifying their sales approach
Gain commitment by getting the salesperson to develop an action plan
Apply the process in other situations to get people to grow in their jobs