Sales coaching

The link between effective sales coaching and improved sales performance is widely known. Yet, too many sales managers focus only on bottom line results, overlooking the fact that results are best achieved by helping others realize their full potential and by coaching them to be high performers. CMOE's Sales Coaching Workshop teaches sales managers how to provide useful, ongoing coaching conversations and interactions with members of their sales team in a way that reinforces behaviors that are specific to that individual and builds partnerships for continuous improvement that will show up on the bottom line.

Learn about how CMOE's Sales Coaching Workshop will help your sales managers:

Feel confident while conducting one-on-one coaching conversations
More accurately observe behavior
Individually tailor a plan for needed changes
Improve execution of sales goals
Create a coaching culture within the sales side of the business

THE POWER OF SALES COACHING

Influential sales coaches are the single greatest factor in developing high-performing sales people. Research shows a 17 percent sales performance increase between individuals that were coached effectively and those that were not. Despite this data, many sales managers focus only on bottom line results, overlooking the potential for continuous improvement and other positive results that may be accomplished through coaching.

CMOE's Coaching Skills Workshop provides your sales managers with world-class training on coaching for sales-driven results. Our learning events are patterned after our research-based and world-renowned Coaching Skills Model. Participants will receive an in-depth analysis of their current sales coaching skill level and then have the opportunity to learn techniques and strategies to minimize limitations and capitalize on strengths in their coaching style. During the workshop, participants will learn the Coaching Skills Model and have the opportunity to practice the Model in a safe, sales-oriented environment. Participants will also learn to do the following:

Adjust the coaching style to the situation and to each sales person
Build strong relationships with coachees through communication
Develop and motivate sales people
Develop individuals for increased sales results
Effectively communicate sales expectations
Set challenging but attainable sales goals and develop action plans
Identify coaching opportunities specific to the organization's sales process
Use sales performance standards to increase the effectiveness of coaching
Target performance obstacles and develop collaborative solutions

WORKSHOP MATERIALS

Comprehensive Participant Workbook
Sales Coaching Model
Experiential exercise material
Electronic Sales Coaching Assessment
Supporting Job Aides
Customized Sales Oriented Case Studies

DELIVERY FORMATS

Multiple delivery options are available for the Sales Coaching Workshop. This learning can be delivered in a one- or two-day experiential workshop format, virtual learning format, and web-based training format. All sessions are led by experienced CMOE facilitators. We also offer Train-the-Trainer services in which we provide the skills and knowledge to a member of your training team that will allow them to deliver The Sales Coaching Workshop onsite whenever it is needed.

Coaching situations represent an important opportunity for the leader to be supportive when things are difficult for the employee. Leaders must demonstrate their commitment to a strong, positive relationship with the employee. This confidence in the employee becomes the basis for successfully confronting the challenges, concerns, and opportunities that inevitably come up at work.
-Bill McCartney

The truth is that every sales manager needs to be a coach.
-Tom Reilly