Professional Sales Coaching™ provides sales managers and coaches with the framework, communication skills, and planning tools they need to build and maintain a superior sales team—one that generates mutually beneficial, long-term business relationships. During the workshop, sales managers and coaches master a proven process for using collaborative coaching conversations to build a development culture that creates a high-performance sales team.
You will learn how:
•To describe the characteristics of a high-performance sales climate
• To demonstrate The Basic Principles to increase coaching effectiveness with
their sales teams
• To evaluate sales performance using the Coaching Issues Diagram
• To apply a set of Skill Steps for Providing Constructive Feedback, Developing
Others, and Giving Recognition to increase salesperson performance and drive
results
• To successfully handle difficult coaching conversations
• To use phone, voice mail, e-mail, and real-time messaging to coach salespeople
effectively from a distance
• To implement a coaching process with the sales team
Who should Attend: Sales managers or others in your organization with sales coaching
responsibilities
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