The Coaching for Sales Effectiveness workshop is based on the fundamental principal that coaching is essential to optimize sales force productivity.

The workshop helps companies achieve systematic skill improvement through manager involvement as coaches.

WHO SHOULD ATTEND THE COACHING FOR SALES EFFECTIVENESS WORKSHOP

The Coaching for Sales Effectiveness workshop is for companies who want to achieve visible returns on their training investments. It is for those who want to establish a higher level of performance as the standard and who recognize that this requires active front-line management involvement. These companies need better ways of motivating their sales force to use skills that will improve bottom line sales results.

WHY THEY SHOULD ATTEND THE COACHING FOR SALES EFFECTIVENESS WORKSHOP

Just as salespeople need good selling models, coaches also need models to guide their behavior. The Coaching for Sales Effectiveness workshop will give front-line sales managers the knowledge and skill to effectively coach their sales force.

Program participants will learn how to:

• Use researched coaching models to interact with sales personnel 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 relying only on quotas to measure performance
• Establish coaching priorities and identifying members of the same team who will most benefit from coaching

This customized program is 1 day in length.