Coaching Salespeople For Success

Normally we sell $50,000 to $75,000 worth of equipment at an open house. This year we sold $350,000. –John Deere, Maine Dealership

One of the most rewarding aspects of being a sales manager is helping the people on your sales team achieve their visions and goals in life. To make this happen you need strong coaching and individual skill development abilities. In this workshop, you review ways that you can become a more effective coach, raising the performance of your entire sales team.

Coaching Salespeople For Success will address reasons for non-performance. You will practice a skill development process and a system for providing timely feedback that ensures future effort. These combine to provide a way for you to coach and develop your team to reach the objectives of all stakeholders - the salesperson, the sales manager, and the organization.

Most sales training focuses on product knowledge instead of improving performance in what salespeople actually say and do when they are in direct contact with customers and prospects. Improving skills in the art of selling starts with identifying performance obstacles, then using adaptive coaching to turn knowledge and skills into effective habits.

When you finish this workshop you will be able to

• Apply the Cycle of Performance Improvement to developing a sales team
• Apply the steps of the Adaptive Process to improve sales skills and performance
• Give effective Behavior Based Feedback

Who Should Attend

Sale Managers, Business Owners, or anyone who is interested in improving their sales team's performance.

Format

Coaching Salespeople to Success is a two and a half hour workshop.

Schedule:

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