For more than 10 years, StarQuest Learning has worked to develop people in the areas of leadership, sales, and customer service. Our innovative approaches to people development result in more learning, faster, with better retention of knowledge and greater returns on investment.
©2008 StarQuest Learning®
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| Coaching for Sales Results |
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Outline: |
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Module 1: Introduction to Coaching
Coaching is a powerful sales management practice for helping your sales professionals reach their full potential. During this module, we will define coaching and explore the rewards it offers. We'll also discuss sources of coaching and where to spend your coaching time as a sales manager.
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Module 2: The Coaching Process
Every person you coach and every coaching situation is unique. The process that you use to coach, however, should remain fundamentally the same. Effective coaches follow a disciplined coaching process. They know they can't control how the salesperson responds to coaching, but they can manage the process. During this module, we will introduce a step-by-step coaching process that can be applied to different situations.
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Module 3: Coaching Success Factors
What makes great coaches "great"? Effective coaches consistently apply specific skills and techniques during the coaching process. During this module, we will explore a variety of coaching and feedback skills to ensure that you are an effective coach.
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Module 4: Coaching Back on the Job
Practicing the coaching process and the coaching success factors will help build confidence and contribute to your success as a coach. During this module, we will discuss potential obstacles along with strategies to overcome them. We will also identify important next steps for implementing coaching in your workplace.
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Performance Outcomes:
As a result of this course, participants will be able to:
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Understand how coaching can impact sales productivity, employee satisfaction, and retention |
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Apply a proven coaching process in a variety of coaching situations |
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Provide effective feedback |
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Use the coaching success factors that will make coaching more productive for both the coach and salesperson |
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Apply the coaching skills back on the job |
Course Length: One day
Includes: Participant materials and development tools
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