freemind_sales coaching_training program
TRANSCRIPT
TM
Corporate Training Solutions
Workshop: Sales Coaching for Managers
www.freemindtraining.com
According to the SALES EXECUTIVE COUNCIL
88%
SALES PRODUCTIVITY
INCREASES BY 88%
AS A RESULT OF SALES COACHING
According to GALLUP
27%
ROI in SALES
INCREASES BY 27%
AS A RESULT OF SALES COACHING
According to GALLUP
56%
CUSTOMER LOYALTY
INCREASES BY 56%
AS A RESULT OF SALES COACHING
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FreeMind Business Solutions
What is the Role of the new Sales Leader?
Traditional Sales Leadership Sales Leadership through Coaching
Focus Achieving sales targets Achieving Sales Targets
Sales force Enablement
Approach Ask for facts, progress
Tell
Do it yourself
Listen
Understand
Discuss
Empower
Delegate
Outcome Short-term sales targets
Short & long term sales targets
Skill development
Alignment of individual to organizational goals
Motivation and job satisfaction
Higher retention rates of key players
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Sales Leaders have the capability to influence much more than short term sales targets. They need to provide guidance on Sales Objectives and Sales Activities, develop their people into the next level, provide feedback and praise and making them
feel good about themselves when they make progress.
Fundamental Concepts
What is coaching?
How is it different from mentoring/advising/consulting?
Case for sales coaching as a management tool for Performance improvement and Employee Engagement
Difference between Executive coaching and Sales coaching
Fundamental Coaching Skills
Communication skills and emotional intelligence in coaching
Listening, questioning, paraphrasing, empathy, understanding, suspending judgement, etc.
The Coaching Conversation
This is where the above skills are brought together to form a great coaching conversation.
Coaching may primarily be about asking questions, but effective sales coaching conversations also involve a fair balance of
active listening, and mentoring, if required.
The manager (coach) also needs to provide a direction to the salesperson through the conversation.
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Linking Coaching to Sales Objectives and Sales Activities
Coaching conversations need clear directions. Therefore they need to be structured around your sales objectives and sales
activities.
Activities to be addressed through coaching will include opportunity analysis, product introductions and positioning, pre-
call preparation, post call reviews, account management, forecasting, measuring results, and more.
This is also important for setting coaching outcomes as well as creating a consistent organizational coaching approach
Linking Coaching to Employee Engagement
Coaching is an excellent tool to drive employee engagement.
Linking the two will lead to better alignment of individual and organizational goals, improvement in job satisfaction, motivation,
commitment to learning, employee retention and more.
Setting Coaching Outcomes
Coaching outcomes are what you will have at the end of each coaching session and what you will have after a period.
Some of the SMART goals as part of the coaching outcome may pertain to the skill (behavioural and/ or technical) development
of the salesperson in line with KRAs and sales objectives that the organization wishes to achieve.
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FreeMind Business Solutions
Creating a Consistent Coaching Approach throughout the Organization
A consistent approach to coaching ensures that all sales managers are moving in the same direction.
This makes it easier for you to measure coaching quality and for the sales managers to share experiences and best practices
and become better coaches over time.
Measuring Progress in Coaching
Progress needs to be measured in terms of the salesperson’s individual development plans as well as sales activities.
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Integrating Coaching into your Normal Conversations with salespeople
Coaching is not performance appraisal, yet many managers treat it as so.
As a result, they end up having a coaching session once a quarter!
Effective coaches on the other hand incorporate it as part of their daily conversations, which is what we will show you how to do.
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FreeMind Business Solutions
E-mail: [email protected] Phone: 9958860228
Level 2, Elegance Building, Jasola District Centre, Old Mathura Road,
New Delhi-110025, India
Call Arijit at +91-9958860228
to learn more about how this workshop can significantly impact your
revenues.