Accredited Sales Manager Coaching Professional

Introduction

In markets everywhere, Sales Managers are called upon to increase results despite all the challenges that they and their teams face. Coaching sales teams has demonstrated powerful results improving both dollars and as well as overall performance.

Managers may sometimes think of coaching their sales teams as an activity they do once or twice a year when issues are highlighted during performance reviews. In today's competitive environment, you need to use every advantage you can get.

This course focuses on identifying team members that will most benefit from coaching and how to improve the overall sales team's results. A variety of tools are introduced to help managers track and record coaching sessions. This course assists managers to improve the quality and quantity of coaching their team members receive and impact on their teams' results.

CCase studies and planning sessions are used throughout the course as well as role plays. These activities all enable participants to practise what they learn and to receive feedback. Each participant receives a Coaching Tool Kit for use following the course. Each participant is set Pre Work to identify aspects of members of their team. These are used as the basis for their Next Steps as they plan to use their newly gained knowledge following on from the course.

Designed For

All Sales Managers with people management responsibilities. Sales team leaders and those individuals who have been identified for development into key sales team leadership roles. Those who are responsible for or concerned with improving the sales results of their sales teams, and hence improve overall bottom line of their company.

Prior Knowledge

None required

Workshop Objectives

On completion of this programme, participants will be able to:

1. Establish a programme of coaching engagements and meetings which meets the needs of individuals and teams.
2. Identify different learning and behavioural styles and determine how best to work with the different styles in a coaching situation.
3. Explain how to prepare for and conduct coaching sessions.
4. Structure a coaching session to discuss observation of behaviours and explain when and how sessions should be conducted.
5. Explain the different leadership styles a manager can use and identify the situations when each would be appropriate.
6. Identify the different types of team meetings that should be held, when and why they should be held and the content to cover in each.

Learning Approach

This course has a strong emphasis on participants applying their learning to their own teams. Concepts are first learnt in theory, examples are discussed, activities and role plays used for practice and decision making - but it is the time they spend applying the concepts to their own team members that really helps participants implement initiatives and changes back on the job.

Duration

3 Days