Sales Knowledge Bank: Sales Coaching : Training Programs

Program 1 :
Organisation : American Management Association :

Who Should Attend

Vice presidents and directors of sales, sales managers, sales coaches, sales trainers and general managers.

How You Will Benefit

Understand your coaching style—and how to make it a more valuable asset to your sales team
Ensure that the right people have the right skills to achieve your sales objectives
Enable your salespeople to reach their full selling potential
Build a confident and competitive sales team
Create a better work environment with increased morale.
Enhance the relationship between sales management and the sales staff

What You Will Cover

Characteristics of an effective sales coach
Differentiating between coaching, training and counseling
Your role in fulfilling the corporate mission
Analyzing your existing sales force
Developing your sales team’s profile: behavior and growth aspirations
Creating an evaluation system and preparing for individual coaching sessions
Maximizing your coaching time: increasing the team’s return on time investment
Joint pre-call planning for the coaching session
The role of the sales coach during the sales call
Post-call observations: evaluating the call and determining areas for reinforcement

Sales Knowledge Bank