Coaching for Sales Results

A successful coaching experience for both the coach and the salesperson will result in increased performance and productivity. Coaching for Sales Results introduces sales managers to the coaching process, and teaches core skills to ensure effective sales coaching in the field.

Course Outline: Module 1: Introduction to Coaching

Within this module, we define coaching and performance development as a sales management practice for improving sales rep and team performance. The module outlines what coaching is and when coaching is most effective. In addition, we present the benefits of coaching for both the manager and sales professional.

Module 2: The Sales Coaching Process

This module introduces the coaching process which outlines action steps to ensure a successful coaching experience. The process includes: 1) setting the tone; 2) identifying the performance issue or development opportunity; 3) establishing goals; 4) generating development ideas; and 5) planning the action steps. In addition, the module applies the coaching process to actual work-related coaching opportunities.

Module 3: Coaching Success Factors

During this module, we present the success factors to increase the effectiveness of the coach. We also focus on maintaining positive and constructive intent behind the coaching, gaining buy-in from the salesperson, and providing constructive feedback to engage the person and gain commitment.

Module 4: Coaching Back on the Job

This module addresses how to implement sales coaching back on the job—from overcoming obstacles to making coaching part of everyday management practices. The module also applies the coaching skills and process to actual workplace examples.

Performance Outcomes:

  • Understand how coaching can impact sales productivity, employee satisfaction, and retention.
  • Apply a proven coaching process in a variety of coaching situations.
  • Provide effective feedback.
  • Use the coaching success factors that will make coaching more productive for both the coach and person being coached.
  • Apply the coaching skills back on the job.

Course Length:

One day

Includes:

Participant materials and development tools

Instructor-Led Courses

StarQuest's instructor-led courses are interactive, challenging and effective, incorporating a variety of learning tools that bring life and richness to the classroom setting.

The following outlines the core topic areas for our leadership, management and sales curriculum. All courses are customized for your organization and are delivered on-site by professional facilitators.