Sales Coaching

People who are the most knowledgeable and experienced in sales know that coaching is worthwhile; it can make a difference; and it needs to be a priority.  The jury is in on the notion that coaching is a critical piece of the puzzle if you want to develop a sales team that is a competitive advantage

Sales Coaching is a coaching program designed specifically for Sales Managers. It is focused on the skills and expertise required to develop the sales performance that can make a difference on the bottom-line. During the program the participants explore:

• What to Coach. The worse thing that can happen is to do a good job coaching the wrong thing. To address this challenge participants explore sales best practices from market leading companies and capture those that have the most impact in their marketplace. In the end you can’t coach it if you don’t know it – so this topic is critical for success.
  
  
• How to Coach. You can also know it and not know how to coach it.  So participants review the sales coaching best practices of top performers and have the opportunity to add to the list. In the end it is always about execution so the participants also examine how best to implement an effective coaching effort by addressing the field-based practical barriers to coaching.  Lastly each of the Sales Managers has an opportunity to review a 180-degree coaching feedback survey from their sales team.
  
  
• Who to Coach. One thing for sure is “one size fits all” does not apply when it comes to sales coaching.  With that caution in mind, participants complete a gap analysis of the strengths and weaknesses of their sales team members. They also investigate various coaching models for assessing individual differences and examine the significance of those differences for improving performance.

There is general agreement on the importance of coaching and lot of great companies start coaching initiatives with tremendous energy and commitment. But far fewer exit the tunnel successfully.  This program is one piece of the solution to that failure.