Coaching skills for sales (In-House)

1 How is sales coaching different from sales training?

• What is coaching?
• Discover how coaching empowers sales people
• Learn the best time to use sales coaching
• Decide which people should be coached first
• Creating a development plan

2 Understanding learning, behavioural and communication styles

• Use practical tools to help you assess individual styles
• Tap into the essence and energy of the person you are developing
• Understand your own learning, behavioural and communication preferences
• Develop a strategy to adopt for each member of your team
• Discover what motivates you and your salespeople to perform
• Appreciate how this knowledge will improve your sales conversion

3 Using the GROW coaching model

• Learn the secrets of a successful coaching session
• Discover the importance of SMART objectives and instructions
• Understand and capture what coachees are currently doing right
• Develop their problem-solving and decision-making skills
• Help your colleagues crystalise their plans and actions
• Provide follow-up opportunities to embed the learning

4 Giving motivational feedback

• Understand why effective feedback is so powerful in sales
• Learn key models for motivational feedback
• Discover how to manage and structure more difficult conversations
• Understand the power of positive reinforcement
• Encourage sales people to coach and support colleagues

5 Putting it into practice

• Use realistic scenarios to provide opportunities for practice
• Discover what it feels like to be coached
• Receive immediate feedback on your coaching style
• Share common performance issues with fellow sales managers
• Create a personal development plan

6 Preparing on-the-job observations and joint visits

• Build a strategy for coaching and team development
• Prepare an observation template for effective coaching
• Learn the key elements of preparation for your next coaching session
• Agree common areas to focus on with coachees

7 Action planning

• Personal action plans