BUY COURSE NOW - online self directed

Coaching is not just for athletes - more and more organizations are choosing to include coaching as part of their instruction. With our Coaching Salespeople workshop, participants will discover the specifics of how to develop coaching skills. They will learn to understand the roles and responsibilities of coaching as well as the challenges that coaches face in regards to working with salespeople. Coaching salespeople, when done correctly, will not only increase sales, but will also result in creating a positive impact on the community and culture of a company. The benefits of coaching salespeople are numerous and will be explored in this workshop.

*This course pairs well with Leadership and Influence and/or Employee Motivation for current and aspiring leaders

Course Objectives:

• Understand coa ching
• Identify the difference between coaching and training
• Monitor data
• Practice coaching activities
• Affect company culture

Course Outline:


Coaching Salespeople

Module One: What Is a Coach?

• Be a Coach

• Roles

• Responsibilities

• Face Challenges

• Case Study

• Module One: Review Questions

Module Two: Coaching

• Be Confident

• Build Connections

• Communicate

• Focus on the Process

• Case Study

• Module Two: Review Questions

Module Three: Process

• Define Effective Salespeople

• Coaching vs. Training

• How Coachable Is an Employee?

• Avoid the Gap

• Case Study

• Module Three: Review Questions

Module Four: Inspiring

• Individualize

• Personalize Rewards

• Acknowledge Success

• Provide Opportunities Over Punishment

• Case Study

• Module Four: Review Questions

Module Five: Authentic Leadership

• Vulnerability

• Be Yourself and Encourage Individuality

• Listening

• Appreciate Effort

• Case Study

• Module Five: Review Questions

Module Six: Best Practices

• SMART Goals

• Be Realistic

• Brainstorm Options

• Take Away

• Case Study

• Module Six: Review Questions

Module Seven: Competition

• Social Pressure

• Gamification

• Rewards

• Don’t Go Overboard

• Case Study

• Module Seven: Review Questions

Module Eight: Data

• Provide Clear Metrics

• Measurable Results

• Analyze Data

• Visualize Trends

• Case Study

• Module Eight: Review Questions

Module Nine: Maintenance Strategies

• Benefits of Internal Program

• Choose a Method

• Create a Culture

• Train Coaches

• Case Study

• Module Nine: Review Questions

Module Ten: Avoid Common Mistakes

• Poor Leadership

• Ineffective Communication

• Incomplete Data

• Don’t Be Afraid to Let Go

• Case Study

• Module Ten: Review Questions

Module Eleven: Assignment Review / Wrap Up