©2012 Huthwaite, Inc. www.huthwaite.com Coaching SPIN ® 2.0 Huthwaite’s Coaching SPIN ® solution is based on the funda- mental principle that coaching is essential to optimizing sales force productivity. This workshop will help you achieve systematic skill improvement by enabling sales managers to become effective sales coaches. The Coaching SPIN® solution is for sales managers and execu- tives at companies that are under pressure to develop the skills of their sales forces and increase visible returns on their training investments. It is for front-line sales managers who want to establish a higher level of performance as the standard and who recognize that this requires their active involvement. Coaching SPIN® will benefit companies that need to find better ways of motivating their sales forces to use the skills that improve bottom-line sales results as well as companies that are finding it increasingly difficult to combat the problems of career stagnation and turnover among top performers. Coaching SPIN® will provide you the skills necessary to: • Use researched coaching models to interact with sales professionals in a way that reinforces the desired selling standards • Avoid barriers and traps that hinder coaching efforts and undermine sales goals • Optimize coaching time by erasing doubts about when to coach versus when to sell • Aid salespeople in planning calls that achieve positive, bottom-line results • Recognize and encourage specific behaviors that correlate with overall success, rather than rely on quotas to measure performance • Establish coaching priorities by identifying members of the sales team who will most benefit from coaching Microsoft reports “exceptional results” from their Huthwaite Coaching program! Upon completion of the Coaching SPIN ® program, you will be able to: • overcome coaching fears and create receptivity to coaching • build team support for coaching and skill improvement • provide feedback in a way that motivates and leads to positive change • help salespeople plan their objectives before a call • watch salespeople and collect relevant information during a call • use data after a call to determine what coaching is needed • enhance the ability of sellers to better understand their customers’ business issues