Sales Manager Coaching
Our Clients tell us that a KEY SALES MANAGEMENT
CHALLENGE is to develop their first line sales managers into effective
coaches, rather than 'super salesman'.
The Sales Manager Coaching Workshop was designed to enable your Sales
Managers to practice high quality, using the appropriate coaching style,
in a timely and efficient manner, leading to increased skill levels
and higher levels of business.
What are the Objectives of the
Workshop?
Our Objectives are that the successful implementation of effective
sales coaching will give you:
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Enhanced skill levels. |
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More self sufficient sales people. |
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Efficient and effective use of management
time. |
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Increased sales team motivation. |
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Improved business levels. |
How will we achieve these?
Via an interactive Workshop we will change the way your managers think
and change the way they work. They will add more value to the sales
team as a result of coaching. We will change your sales managers attitudes,
mindsets, and thinking processes to help them become:
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Sales Coaches instead of / in
addition to being Super Salespeople |
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People who are valued by the sales people |
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Leveraged in their support (i.e. they help
sales people develop, so that they do not always need direct
management involvement.) |
They will understand that Professional Sales
Management is a proactive endeavor , that is rewarding in its own
right, and crucially allows the sales team to continually improve
selling capability.
We use a Workshop style approach
because:
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This interactive 'learning by
doing' format is demonstrably more effective than the conventional
passive classroom style approach. |
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The Sales Managers will experience the power
of real coaching, and will in effect be 'coached on their coaching
skills'. |
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Sales managers exit the workshop having tried
out their new skills, giving them the confidence to actually
use it with their sales people. |
What do we do in the Workshop?
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We discuss the importance of
coaching, and why it is a necessary skill for a Sales Manager
to be effective. |
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We will give them a simple model for coaching
which we call 'Coffee Shop Coaching'. |
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We will practice using the model in simulations
of real life. |
The Coffee Shop Coaching Model
The Coffee Shop Coaching model is a simple to use approach to helping
sales people develop their skills continually. It is most effective
in the common situation of a five to ten minute coaching session either
before or after a customer meeting. The model allows for impromptu
coaching of all levels of sales people.
For further information download the Sales Manager Coaching Overview
brochure. |
