DOC 1 - Coaching for Sales - Sales Manager Guide

Coaching for Sales Sales Manageractivity guide

Coaching for Sales Training

Sales Manager’s Activity Guide

Coaching for Sales Training Starboard Cruise Services ©2010

Welcome to the Coaching for Sales Training Program

Coaching is a core skill for Starboard Cruise Services. This training program is built on Sales

Manager’s existing abilities, with the aim of reaching the next level of expertise in this area.

Included in this program are: activity suggestions, task ideas and guidance that will assist the

Sales Manager in delivering both on‐the‐spot sales coaching and ongoing development

coaching for the team members onboard the ship.

The program consists of 11 activities that will be completed over a timeframe that the Sales

Manager will discuss with their DM. Some activities require individual completion, some require

the assistance of the Assistant Manager, and others will involve the whole team

Materials included in this package:

• 11 x Activity Guides

• Tracking Document

• CBT CD Sales Training

• Coaching Scenarios sheet (attached to the activities targeting those)

This package includes a ready‐to‐use Activity guide to be used to facilitate the program.

SMART Objectives – what the learner will achieve by the end of the activity

Materials/Equipment – items required in addition to the activity guide in order to complete the

activity

Key Terms – important words and themes used throughout the activity

Foundations – the theory behind the concepts introduced in each activity

Instructional Procedures – step by step instructions of the completion of each activity




Reflection – a space for the Sales Manager to

note their insights and feedback regarding the

activity. These reflections are to be discussed

during coaching conversations with the

DM/HRM

Each activity is numbered 1‐11. It is

recommended that activities be completed in

order as they build upon each other.

At the end of each session the Sales Manager will be asked to show results and/or reflect on

the outcomes. Please, write these notes on the Reflection section of the Activity Guide and

reference these notes with you when you review with your supervisor.

As each activity is completed make sure it is recorded it on the Tracking Document. There is

also space on this document to make a note of when the activity was reviewed by the District

Manager and/or Human Resources Manager




Activity List and Summary

Activity # Activity Title

Time required

Activity Objectives

#1 – Coaching Roadblocks

10 minutes • Identify what prevents you from coaching your team • Recognize the impact of not using coaching • Recognize the benefits of coaching your team

#2 ‐ Active listening

17 minutes • Recognize the importance of active listening • Implement active listening skills to fully hear another without judgment or need to give advice

#3 – Asking Questions

30 minutes • Formulate answers to specific questions in small groups • Review the product of team work in small groups as a whole group • Interpret the results of team work through asking and answering questions • Understand the difference between open ended and closed ended questions and their role in effective

communication

#4 – GROW Model

30 minutes • Define and Identify the steps of the GROW coaching model • Interpret the GROW model to be used on a daily basis in coaching sessions with your team • Assess the impact of your coaching session on the performance of your team • Develop a strategy to use the GROW model with your team • Systematically plan, implement, and follow up your coaching sessions with the GROW model

#5 – What Questions to Ask

45 minutes • Formulate and plan appropriate questions for a coaching session • Identify and determine different types of questions • Use effective communication skills when coaching your team members to build relationships and establish

rapport


Guide Sales Manager’s Activity


#6 – Know your Team

10 mins per session

• Execute at least two coaching sessions through active listening and open‐ended questions • Complete your coaching cards • Interpret the results of the coaching sessions • Stimulate contact with team members through active communication

#7 – Motivate!

10 minutes • Select appropriate strategies to communicate your team’s achievement • Implement strategies to communicate your team’s achievement • Promote communication methods to motivate your team • Interpret the impact of the use of these strategies on the motivation of your team members

#8 – Your Biggest Opportunity

20 minutes per session

• Complete coaching sessions with your team • Implement GROW model of coaching when conducting one‐on‐one meetings and Kick Off meetings • Establish a team‐oriented environment through coaching interventions • Complete coaching cards for each team member

#9 – Potential: Unleashed!

3 x sessions 30 minutes each

• Determine who are your top 3 performers • Plan a coaching session communication through the GROW model • Use the GROW model to help you structure a conversation • Demonstrate effective active listening techniques

#10 – Recruiting Coaches

15 minutes per team

• Identify the opportunity performers in your team • Assign performance‐based partners in your team • Coordinate high performers to coach opportunity performers • Remove barriers to teamwork and overcome resistance to change through pair coaching • Use positive reinforcement and coaching skills

#11 – Word Cup Performance

40 Minutes • Review the observable behaviors listed under each Selling Standard

• Identify behaviors that are not aligned with our Selling Standards

• Provide constructive feedback to team members through the GROW coaching model

• Redirect non‐aligned behaviors to our Standards

DOC 1 - Coaching for Sales - Sales Manager Guide

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