Coaching for Sales Managers
Sales Coaching. What is it and what it is not?
Coaching in sales is not a method for managing the results, but method for managing behaviors and steps that sales professional need to take in order to achieve desired results. Coaching promotes the personal development of individuals, improves performance at work and shortens learning time.
Who is it for?
This program is designed for sales managers at all levels, from those who manage a group of individuals who have sales goals, to those who run a team of team leaders and sales managers. The program is applicable to a variety of environments: retail, direct sales, B2B sales or telephone sales.
What you will learn during the workshop?
You will learn to:
Change the mindset from an expert, administrator and problem solver, to how to be a resource that achieves better results by helping team members to be self-aware, confident and responsible for their own development
Identify and set clear performance standards
Adopt a framework for conducting a coaching dialogue that engages team members
Set goals and development plans for each team member in order to achieve results
Increase the motivation towards goals
Develop a team culture in which the development dialogue is expected and valued
Make valid decisions when you should invest your time in coaching, and when in other development methods.
Sales managers assessment – this assessment helps us identify strengths and potential interference for successful coaching.
30-40% of the time instructional training, 60-70% of interactivity through exercises, discussions, case studies, role-play.
A comprehensive system of learning: participants are actively engaged in the workshop, but also have access to materials and tools for empowerment and practical application of acquired knowledge and skills through platform for distance learning.
The program consists of the following stages:
Preparation: Evaluation of sales managers (Online Assessment)
Training: 2 business days
Follow up: 5 weeks structured skill application through weekly assignments with trainer assistance, group coaching sessions and with a support of distance learning platform.