Sales Leadership Program

This program outlines a coaching methodology to help improve a manager’s ability to coach a sales team toward improving personal and business performance. The primary focus is on the role of a manager to develop his/her sales team using proven coaching and leadership strategies to improve individual effectiveness.

Contents

• What is sales coaching?
• Benefits and return on coaching
• Why, what and how to coach?
• How to provide effective feedback
• Introduction to a coaching model (GROW) and developmental coaching tool (Coaching Journal)
• Understand the sales coaching process and importance of coaching
• Set goals, uncover performance/skill gaps, and identify root causes for the gaps target development of the sales team using techniques and tools for assessment and identify the actions for improvement
• Set guidelines and team expectations to measure / impact performance
• Coach team more effectively to improve sales performance
• Build a competent, motivated and engaged team to drive consistent and superior results
• Supplying and Documenting Value
• Maintaining and Growing Business

Ideal for: Managers with team responsibility, Country/SBU Manager, Key Account Managers, Sales Managers, Segment Managers (with direct reports)
Structure: Two day Program