Coaching Salespeople

Coaching Salespeople

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.

With our Coaching Salespeople workshop, your 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 regards to working with salespeople.

Course Outline

  • Housekeeping Items
  • Pre-Assignment Review
  • Workshop Objectives
  • The Parking Lot
  • Action Plan
  • Be a Coach
  • Roles
  • Responsibilities
  • Face Challenges
  • Case Study
  • Be Confident
  • Build Connections
  • Communicate
  • Focus on the Process
  • Case Study
  • Module Three: Review Questions
  • 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
  • Individualize
  • Personalize Rewards
  • Acknowledge Success
  • Provide Opportunities Over Punishment
  • Case Study
  • Module Five: Review Questions
  • Vulnerability
  • Be Yourself and Encourage Individuality
  • Listening
  • Appreciate Effort
  • Case Study
  • Module Six: Review Questions
  • SMART Goals
  • Be Realistic
  • Brainstorm Options
  • Take Away
  • Case Study
  • Module Seven: Review Questions
  • Social Pressure
  • Gamification
  • Rewards
  • Don’t Go Overboard
  • Case Study
  • Module Eight: Review Questions
  • Provide Clear Metrics
  • Measurable Results
  • Analyze Data
  • Visualize Trends
  • Case Study
  • Module Nine: Review Questions
  • Benefits of Internal Program
  • Choose a Method
  • Create a Culture
  • Train Coaches
  • Case Study
  • Module Ten: Review Questions
  • Poor Leadership
  • Ineffective Communication
  • Incomplete Data
  • Don’t Be Afraid to Let Go
  • Case Study
  • Module Eleven: Review Questions
  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Recommended Reading
  • Completion of Action Plans and Evaluations