Sales Coaching for Success
Develop your salespeople to drive sales and add value to your customers
Learn to apply an effective coaching framework
Doug Osborne: "finest course ever done"
Do you know when to coach and when to manage?
CPSA′s Sales Coaching for Success equips you with critical coaching skills
to improve the productivity and performance of your salespeople. This course is
designed to help you deliver more value to your sales team and organization.
Who Should Attend
- Professionals who want to enhance or practice their coaching skills to increase
their teams′ overall performance and productivity
- Sales Managers challenged with coaching under-performers who are interested in the
opportunity to enhance existing skills
- Past attendees of CPSA′s Professional Sales
Management
Sales Training Benefits
- Develop analytical skills to uncover needs and opportunities to help your salespeople
to succeed
- Build a collaborative learning environment to guide your salespeople towards personal
and professional development
- Understand the theory of motivation and evaluate your sales team using the motivation
and performance matrix
- Maximize your "return on coaching time invested" and decide who to invest in
- Prepare a development plan for your sales team using the Talent Management Process
- Establish coaching protocols and standards with a developmental focus
- Use an effective coaching framework/tool to guide you and your sale representative
through the coaching conversation
CPSA sales training
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- Over 12,000 trained
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- 95% increased their sales |
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- 98% recommend it |
- 0% risk investment |
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If you′re not completely satisfied, we′ll refund your money.
Guaranteed. |
Sales Training Content
Collaborative Coaching
- Delivering three levels of value
- Learning the key roles of an effective sales manager
- Recognizing the differences between managing and coaching
- Understanding the principles of Collaborative Coaching
- Creating your own personal development plan
Determining Sales Performance
- Three elements in sales performance and their measures
- A structure for understanding and managing motivation
- Evaluating and measuring sales effectiveness
Developmental Planning
- The Talent Management Process
- Coaching as part of training and ongoing performance management
Coaching Calls
- Techniques to develop business through the efforts of others
- Three types of Coaching Calls and pre/post call process
- Establishing coaching protocols and standards
The Coaching Conversation
- Understanding and applying the four stages of a collaborative coaching conversation
- Handling conflict with the coaching conversation
- Using the communication skills of active listening and questioning
- Obtaining non-evaluative feedback
Our participants say…
"Sales Coaching for Success offers realistic and valuable tools that can be
implemented to improve everyone. It is a real eye opener. It is the
best course I have been on in a long time!"
- A. Pauwels, CSP, National Sales Manager, Atlantic Packaging
"The role playing was very effective. Fantastic! Time very well
spent!"
- C. Chapman, Pan It Promotions Ltd
"Sales Coaching for Success was excellent. The instructor was amazing in presenting
the material and treated each participant in a true and professional manner."
- P. Murray, Aliant
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