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The number one responsibility of a Sales Manager is to obtain results through the efforts of others. This means that he/she must know what those efforts are, as well as, know the knowledge and skill necessary to perform them at the desired levels of effectiveness.

Achieve the highest levels of self-motivated performance with this question-based guidance process. Use the comprehensive and diagnostically based Strategic Sales Plan to map your sales process. This will provide the basis to determine the type and level of knowledge, skills and strategies required to successfully sell in your organization. Then, use a four step coaching model to guide the Sales Professional to develop a plan for professional development.

Upon completion of this course you will be able to:

  • Determine what the salesperson needs to know how to do by mapping your sales process with the Strategic Sales Plan check list
  • Know when coaching is necessary (versus work planning or "cozy chats") by using a concise "Coaching Analysis" flow diagram
  • Know how to coach using the four step coaching process
  • Facilitate the peer-to-peer coaching process to ensure that priority prospects don't slip through the cracks
  • Know how to use the Strategic Sales Plan to maximize the benefits received in the "curb side coaching" process
  • Know how to document agreed upon action items and how to make sure follow-up occurs on schedule

Course Content

  • Formal Coaching Process
  • Coaching Check List
  • Curb Side Coaching
  • Peer-to-Peer Coaching
  • Documentation

Course Length: 1 Day


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