For: New or experienced sales managers, whether in a field or a telephone sales environment

A sales manager can have a powerful effect on the productivity of a sales team. Sales call coaching can improve sales call results, reduce the length of the sales cycle, minimize wasted calls, and identify sales representatives' skill deficiencies to help set a course for improvement.

Coaching for Results is based on the following assumptions:

		Coaching by the sales manager is as important to your salespeople's development as any formal training that your organization provides
		Coaching will result in better sales numbers, better salespeople, and improved morale and teamwork

Objectives
Upon completion of the course, sales managers will be able to do the following:

		Develop a highly effective sales team by coaching their sales call skills and jointly planning to improve deficient skills
		Describe their role as a selling skills coach to salespeople at all levels of proficiency
		Recognize salespeople's use of necessary communications skills and accomplishment of each call phase within the context of their sales cycle
		Review pre-call and post-call planning with salespeople
		Give constructive feedback to salespeople in terms of their skill use, completion of call phases, and accomplishment of sales call objectives
		Activities to make the transition from theory to reality based on the participants' applications
		Role-plays to apply sales call coaching skills to the participants' world and situations

Course Length and Format
This one-day interactive workshop is designed for 9 to 15 participants.

This course develops improved coaching skills through a carefully developed series of activities that include:

		Facilitator presentations to introduce new topics or important points.
		Readings to introduce new topics or concepts
		Table group activities and group discussions that provide opportunities to share views, experiences, and ideas
		Video examples

Course Content

The Sales Manager as Coach
Think about sales call coaching in terms of:

		Your role as a coach
		The qualities of a good coach
		The skill needs of a sales coach
		The capabilities of your salespeople
		Your best coaching opportunities
		The sales call coaching model

Monitoring the Sales Call

		Identify the agreements to be engineered and the communication skills that should be used in any sales call
		Review the roles that observing and listening play in sales call monitoring
		Identify the use of essential sales call skills in a videotaped sales call
		Evaluate the challenges of monitoring live calls

Coaching Sales Calls

		Prepare for a coaching session
		Evaluate how to set clear mutual objective(s) with a salesperson
		Review the communications skills required for giving feedback on pre-call and post-call plans
		Examine a salesperson's pre-call planning
		Monitor a call, note skill use and agreements reached, and assess whether or not the call objective was reached
		Review and assist in post-call planning
		Role play providing feedback in a coaching session

Completing the Coaching Session

		Define the steps in your typical sales cycle and evaluate the appropriate objectives for such calls
		Assess why calls fail to move toward completion of the sales cycle
		Review pointers on preparing feedback on a coaching session
		Prepare and give feedback on a number of calls
		Determine remedial actions that can be taken for a number of skill deficiencies

Implementation Guidelines
Coaching for Results is designed to be implemented by in-house trainers or by one of our experienced and qualified trainers.

Customization
The course activities, discussions, skills practices, and workbook covers can be self-customized or customized by our staff for your sales management environment. Contact us for details, information, and pricing for customization.

Course Materials

Facilitator Guide
Provides step-by-step course administration instructions, and includes overhead transparencies and a video script

Participant Workbook
Contains:

		readings on Coaching for Results concepts
		individual and group activities
		Troubleshooting Guide - a tool for use after the workshop to help analyze typical problems and suggests possible actions

Video
Portrays both appropriate and inappropriate use of sales skills by salespeople. Models use of appropriate coaching skills by sales managers.

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