FreeMind_Sales Coaching_Training Program

TM

Corporate Training Solutions

Workshop: Sales Coaching for Managers

www.freemindtraining.com

http://freemindtraining.com/

According to the SALES EXECUTIVE COUNCIL

88%

SALES PRODUCTIVITY

INCREASES BY 88%

AS A RESULT OF SALES COACHING

According to GALLUP

27%

ROI in SALES

INCREASES BY 27%


According to GALLUP

56%

CUSTOMER LOYALTY

INCREASES BY 56%



FreeMind Business Solutions

What is the Role of the new Sales Leader?

Traditional Sales Leadership Sales Leadership through Coaching

Focus Achieving sales targets Achieving Sales Targets

Sales force Enablement

Approach Ask for facts, progress

Tell

Do it yourself

Listen

Understand

Discuss

Empower

Delegate

Outcome Short-term sales targets

Short & long term sales targets

Skill development

Alignment of individual to organizational goals

Motivation and job satisfaction

Higher retention rates of key players



Sales Leaders have the capability to influence much more than short term sales targets. They need to provide guidance on Sales Objectives and Sales Activities, develop their people into the next level, provide feedback and praise and making them

feel good about themselves when they make progress.

Fundamental Concepts

What is coaching?

How is it different from mentoring/advising/consulting?

Case for sales coaching as a management tool for Performance improvement and Employee Engagement

Difference between Executive coaching and Sales coaching

Fundamental Coaching Skills

Communication skills and emotional intelligence in coaching

Listening, questioning, paraphrasing, empathy, understanding, suspending judgement, etc.

The Coaching Conversation

This is where the above skills are brought together to form a great coaching conversation.

Coaching may primarily be about asking questions, but effective sales coaching conversations also involve a fair balance of

active listening, and mentoring, if required.

The manager (coach) also needs to provide a direction to the salesperson through the conversation.



Linking Coaching to Sales Objectives and Sales Activities

Coaching conversations need clear directions. Therefore they need to be structured around your sales objectives and sales

activities.

Activities to be addressed through coaching will include opportunity analysis, product introductions and positioning, pre-

call preparation, post call reviews, account management, forecasting, measuring results, and more.

This is also important for setting coaching outcomes as well as creating a consistent organizational coaching approach

Linking Coaching to Employee Engagement

Coaching is an excellent tool to drive employee engagement.

Linking the two will lead to better alignment of individual and organizational goals, improvement in job satisfaction, motivation,

commitment to learning, employee retention and more.

Setting Coaching Outcomes

Coaching outcomes are what you will have at the end of each coaching session and what you will have after a period.

Some of the SMART goals as part of the coaching outcome may pertain to the skill (behavioural and/ or technical) development

of the salesperson in line with KRAs and sales objectives that the organization wishes to achieve.



Creating a Consistent Coaching Approach throughout the Organization

A consistent approach to coaching ensures that all sales managers are moving in the same direction.

This makes it easier for you to measure coaching quality and for the sales managers to share experiences and best practices

and become better coaches over time.

Measuring Progress in Coaching

Progress needs to be measured in terms of the salesperson’s individual development plans as well as sales activities.



Integrating Coaching into your Normal Conversations with salespeople

Coaching is not performance appraisal, yet many managers treat it as so.

As a result, they end up having a coaching session once a quarter!

Effective coaches on the other hand incorporate it as part of their daily conversations, which is what we will show you how to do.

www.freemindtraining.com/


E-mail: [email protected] Phone: 9958860228

Level 2, Elegance Building, Jasola District Centre, Old Mathura Road,

New Delhi-110025, India

Call Arijit at +91-9958860228

to learn more about how this workshop can significantly impact your

revenues.

http://freemindtraining.com/

FreeMind_Sales Coaching_Training Program

Business

result of sales coaching

sales activities

sales objectives

sales increases

executive coaching

coaching listening

coaching focus

coaching session