training@ipdc.co.id
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Coaching for Sales Performance Course

No Date Location Register
1 13 - 15 Nov 2019 Malang Register

OVERVIEW

More than ever, sales teams struggle with managing their time and day, missed sales goals, and lost opportunities. Coaching is an effective way to tackle these issues—but sales leaders and managers are at a loss for how to implement a productive coaching system.

 

This program focuses on Sales Coaching program which allows sales leaders learn how to help sellers and professionals achieve their greatest potential and get the most out of each sales opportunity. This program introduces participants to the 5 roles of sales coaching, the rhythm of sales coaching, and the conversations coaches need to lead to unleash the potential of their teams.

 

OBJECTIVE

By the end of this training, participants will be able to:

  • Craft and implement a structured rhythm for helping sales teams achieve great success
  • Lead masterful sales coaching conversations § Excel with the 5 roles of sales coaching
  • Coach sellers in Extreme Productivity and hold them accountable to action plans
  • Dramatically increase their win rates on their most important sales opportunities

 

TARGET PARTICIPANTS

Sales leaders who eager to learn how to optimize the sales performances and have strategy to help sellers and professionals achieve their greatest potential and get the most out of each sales opportunity

 

COURSE CONTENT

 

Succeeding as a Sales Coach

  • Learning the 5 roles of top-performing sales coaches
  • Creating a comprehensive plan and defining a rhythm for coaching a sales team
  • Developing your own plan to drive sales coaching success with your team

 

Driving Accountability

  • Prioritizing and maximizing time spent on your team’s greatest impact activities
  • Tying seller monthly, weekly, and daily action plans to achieving goals
  • Creating accountability checks that drive seller action on their greatest impact activities

 

Coaching  and Developing Extremely Productive Sellers

  • Implementing the 90-Day Extreme Productivity Challenge—a process to help leaders truly unleash sellers’ potential
  • Gaining full adoption of company selling processes and methods
  • Teaching sellers how to manage their plate so you never hear “I don’t have time” for important activities
  • Ensuring sellers develop themselves professionally and take responsibility for their success

 

Motivating the Sales Team

  • Motivating your sales team to perform at the top of their game, day-in and day-out
  • Implementing the Extreme Productivity Morning Routine that gets all sellers on track for daily success
  • Understanding the 7 ambitions that drive seller success
  • Ensuring sellers develop themselves professionally and take responsibility for their success

 

Leading Masterful Coaching Conversations

  • Listening effectively and learning to connect with sellers who have different communication styles
  • Using the 10 Crucial Sales Coaching Questions to drive masterful coaching conversations

 

Maximizing the Sales Win with Opportunity Coaching

  • Helping sellers maximize their odds at winning the most important sales opportunities
  • Learning the process to review opportunities and coach sellers to close more deals

 

TEACHING AND LEARNING PROCESS

  • Interactive workshops.
  • Practical on-the-job application.
  • Reflections  Online resources and activities

 

Practice & Simulation of Change Management

Post Test; Lesson Learned and Evaluation

Commitment and Action Plan