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The Management Sherpa

Coaching Salespeople

Coaching Salespeople

$145.00 CAD
$145.00 CAD $145.00 CAD
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About this Course

With our Coaching Salespeople workshop, participants will discover the specifics of how to develop coaching skills. They will learn to understand the roles and responsibilities of coaching as well as the challenges that coaches face in regard to working with salespeople.

Course Outline

Module One: Getting Started

  • Housekeeping Items
  • Pre-Assignment Review
  • Workshop Objectives
  • The Parking Lot
  • Action Plan

Module Two: What Is A Coach?

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

Module Three: Coaching

  • Be Confident
  • Build Connections
  • Communicate
  • Focus on the Process
  • Case Study
  • Module Three: Review Questions

Module Four: Process

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

Module Five: Inspiring

  • Individualize
  • Personalize Rewards
  • Acknowledge Success
  • Provide Opportunities Over Punishment
  • Case Study
  • Module Five: Review Questions

Module Six: Authentic Leadership

  • Vulnerability
  • Be Yourself and Encourage Individuality
  • Listening
  • Appreciate Effort
  • Case Study
  • Module Six: Review Questions

Module Seven: Best Practices

  • SMART Goals
  • Be Realistic
  • Brainstorm Options
  • Take Away
  • Case Study
  • Module Seven: Review Questions

Module Eight: Competition

  • Social Pressure
  • Gamification
  • Rewards
  • Don’t Go Overboard
  • Case Study
  • Module Eight: Review Questions

Module Nine: Data

  • Provide Clear Metrics
  • Measurable Results
  • Analyze Data
  • Visualize Trends
  • Case Study
  • Module Nine: Review Questions

Module Ten: Maintenance Strategies

  • Benefits of Internal Program
  • Choose a Method
  • Create a Culture
  • Train Coaches
  • Case Study
  • Module Ten: Review Questions

Module Eleven: Avoid Common Mistakes

  • Poor Leadership
  • Ineffective Communication
  • Incomplete Data
  • Don’t Be Afraid to Let Go
  • Case Study
  • Module Eleven: Review Questions

Module Twelve: Wrapping Up

  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Recommended Reading
  • Completion of Action Plans and Evaluations

Customer Reviews

Based on 5 reviews
60%
(3)
40%
(2)
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J
Jason J.
Great for a New Manager

With being new to Leadership, I am still trying to understand the basics. This course taught me a lot. I cannot think of anything specific to add.

C
C. Yanco
A+, Great Course!

We are extremely happy with the course. We are rolling out a 3-week leadership training program this year for new supervisors/managers and this will be a required course.

A
Anonymous
Communicate Effectively

I feel like diving more into communication as a leader as well as motivation would be helpful.

A
A. Wilson
Very Pleased

I took Coaching Salespeople and Servant Leadership. Both courses went very well. I am very happy with the material so far!

R
Roland R.
A Foundations for Leadership

This course became the foundation of my teams leadership development program monthly training sessions, monthly 1x1s, individual IDPs for each of my leaders, etc.