Applied Coaching for Sales Performance | Sales | Training Programs

Program Name

Applied Coaching for Sales Performance

Anyone with the responsibility for directly, or indirectly, managing a sales team

The words “leadership” and “coaching” may have become clichés in today’s business world yet they are the undeniable elements of sales management success in today’s more networked and empowered organizations. To many sales managers, though, these words are nebulous and refer to intangibles, even measures of some sort of inherent charisma. In actuality, the skills, methods, and approaches that underlie great leadership and coaching are very definable, and can be practiced and perfected by anyone managing people in an organization.

This program provides participants with a series of highly pragmatic approaches to the task of leadership including, and indeed centered upon, coaching for sales performance. Each topic that is covered is discussed in terms of how it can and should be applied. Rather than dealing in generalities and hypothetical examples, the program is unique in its focus upon real-world issues and tackling the barriers and hurdles that sabotage all efforts to exhibit effective leadership and coaching in the day-to-day world.

Each topic starts with drawing on well-established and grounded theory, and then moves quickly to the application of that theory. Simple, yet highly powerful, checklists and processes are offered, along with best practices of successful sales leaders. Through the successive work assignments, participants will have the opportunity to immediately apply new skills and methods and then to share their findings with their peers and the facilitation team.

Five 75-minute live virtual modules, typically delivered one per week, and each followed by a Work Assignment of about 45 to 60 minutes

• Recognize and practice the skills and methods that contribute to effective sales leadership and the development of their teams through performance coaching
• Utilize a consistent process for delegating work and gaining accountability
• Recognize that individuals, including themselves, have different motivators, and the impact of this in the work place
• Focus upon the factors that can be controlled and will impact the results for which they are accountable
• Effectively delegate work to team members
• Consistently apply a highly effective performance coaching method into their daily activities
• Understand the characteristics of certain situations that demand different coaching approaches including tutoring, counseling, and confronting
• Understand the different management styles, and know when each is appropriate to use
• Match the different management styles to each specific situation and then be able to utilize the appropriate form of coaching
• Understand different organizational cultures and how their deeds and actions impact upon the strengths and weaknesses of these different cultures
• Understand and effectively apply a problem solving and decision making process to a broad spectrum of situations
• Utilize the problem solving process and counseling approaches to consistently manage performance deficiencies
• Understand team dynamics and effectively manage different teams to achieve short or long term results
• Develop an individual growth plan to practice and perfect leadership and coaching skills and approaches

• Business performance
• Achievement of planned business results
• Mutual goal alignment
• Speed of implementation
• Organizational flexibility
• Morale and retention rates
• Employee and customer satisfaction rates

Module 1

• The role of the manager and leader
• Traits of leadership
• Demystifying leadership
• Today’s more empowered and networked organization
• Gaining performance through individuals and teams
• What is work, and why do people work
• Factors that we can, and those we can’t , control
• Goal setting and directional clarity
• Delegation and accountability as the core of leadership
• Results gained through activities
• The Plan, Do, Learn growth cycle

Module 2

• Developing the individual, the team and the organization
• Understanding motivation
• How the leader can impact motivation
• The role that individual motivation plays in behaviors and leadership
• Teaching and coaching
• The four styles of development
• Performance coaching
• Coaching myths and truths
• A coaching model
• Applying the coaching model

Module 3

• Balancing alignment and empowerment
• Organizational cultures, the strengths and weaknesses
• Influencing others
• Situational leadership
• Leadership styles and coaching

Module 4

• Problem solving
• The six-stage problem solving process
• Decision making
• Problem solving and decision making in different contexts
• Confronting performance deficiencies

Module 5

• Assertive leadership
• The myths and strengths of teams
• The Leadership Model
• Best practices
• Overcoming barriers and hurdles
• Keys to successful implementation
• Developing a personal implementation plan