Coaching For Improved Sales Performance Overview Of all the things that managers do to develop their people, many believe the most important is coaching. Coaching is defined as using your skills, experience and know-how to help your people improve their performance. Coaching consists primarily of giving people feedback to reinforce what they do well while suggesting ways and means to improve. Coaching for Improved Sales Performance is a highly interactive two-day course that teaches participants a specific approach to coaching sales professionals. Participants will learn how to collect the information needed prior to conducting a coaching session, and how to plan for coaching sessions. Then they learn a coaching process and the skills required to make it work.
The Coaching Cycle consists of three major phases and three interim activities for the Coach. Phase One is Data Collection, based upon firsthand observations made under representative circumstances.Phase Two is the Feedback Session or Coaching Session. At this time, the Coach reviews and identifies key behaviors to continue using, as well as new behaviors to enhance future performance. In Phase Three, the Coach monitors the desired behavior change through informal observations and regular discussions. The overall objective of the course is to make participants feel comfortable in the coaching process, both as the coach and the person being coached. Participants will have the opportunity to practice the skills and techniques in videotaped practice sessions, followed by facilitated feedback and debriefing sessions.
Course Objectives By the conclusion of the course, participants will be able to: Observe their salespeople in selling situations with an increased understanding of what to look for and how to capture key points Effectively plan for a coaching session
Position the coaching session and put the salesperson at ease Give feedback to a salesperson in a balanced, non-threatening and helpful way Reach agreement with a salesperson about areas of needed improvement Offer a salesperson ideas about how to be more effective Manage the resistance salespeople demonstrate when a manager suggests changing or modifying their approach Reach closure by getting the salesperson to commit to action Investigate ways to make more effective joint sales calls Give feedback to teams Deal with coaching problems
