FreeMind_Sales Coaching_Training Program

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Information about FreeMind_Sales Coaching_Training Program
Business & Mgmt

Published on March 19, 2014

Author: ArijitBanerjea

Source: slideshare.net

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 www.freemindtraining.com 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 www.freemindtraining.com FreeMind Business Solutions 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. www.freemindtraining.com FreeMind Business Solutions

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. www.freemindtraining.com 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. www.freemindtraining.com FreeMind Business Solutions 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.

www.freemindtraining.com/ FreeMind Business Solutions E-mail: mail@freemindtraining.com 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.

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