Proven Techniques to Coach Salespeople

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.

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:

  • Understand the definition of coaching
  • Identify and monitor key information
  • Communicate effectively
  • Use coaching techniques
  • Avoid common mistakes

What Is a Coach?

  • Be a Coach
  • Roles
  • Responsibilities
  • Face Challenges
  • Case Study
  • Assessment

Coaching

  • Be Confident
  • Build Connections
  • Communicate
  • Focus on the Process
  • Case Study
  • Assessment

Process

  • Define Effective Salespeople
  • Coaching vs. Training
  • How Coachable Is an Employee (A. G.R.O.W.T.H.)
  • Avoid the Gap
  • Case Study
  • Assessment

Inspiring

  • Individualize
  • Personalize Rewards
  • Acknowledge Success
  • Provide Opportunities Over Punishment
  • Case Study
  • Assessment

Authentic Leadership

  • Vulnerability
  • Be Yourself and Encourage Individuality
  • Listening
  • Appreciate Effort
  • Case Study
  • Assessment

Best Practices

  • SMART Goals
  • Be Realistic
  • Brainstorm Options
  • Take Away
  • Case Study
  • Assessment

Competition

  • Social Pressure
  • Gamification
  • Rewards
  • Don’t Go Overboard
  • Case Study
  • Assessment

Data

  • Provide Clear Metrics
  • Measurable Results
  • Analyze Data
  • Visualize Trends
  • Case Study
  • Assessment

Maintenance Strategies

  • Benefits of Internal Program
  • Choose a Method
  • Create a Culture
  • Train Coaches
  • Case Study
  • Assessment
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