Who Should Attend:
Vice presidents and directors of sales, sales managers, sales coaches, sales trainers and general managers.
How You Will Benefit:
o Understand your coaching style—and how to make it a more valuable asset to your sales team
o Ensure that the right people have the right skills to achieve your sales objectives
o Enable your salespeople to reach their full selling potential
o Build a confident and competitive sales team
o Create a better work environment with increased morale.
o Enhance the relationship between sales management and the sales staff
What You Will Cover:
o Characteristics of an effective sales coach
o Differentiating between coaching, training and counseling
o Your role in fulfilling the corporate mission
o Analyzing your existing sales force
o Developing your sales team’s profile: behavior and growth aspirations
o Creating an evaluation system and preparing for individual coaching sessions
o Maximizing your coaching time: increasing the team’s return on time investment
o Joint pre-call planning for the coaching session
o The role of the sales coach during the sales call
o Post-call observations: evaluating the call and determining areas for needed improvement
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The Koenig Group
Coaching and Team Building
Whether it’s a booming or slumping economy, this solid sales coaching program can help your sales force prosper!
Today, every sales manager must also be a sales coach—a resource for salespeople who want to be better at what they do. Now, discover an in-depth approach to coaching, not covered in standard sales management courses. Examine your coaching strengths and weaknesses—and how you can make a greater impact not only on an individual salesperson’s
performance, but on the success of your entire sales force. And learn strategies and tactics to properly train and coach your salespeople throughout the entire sales call.
