COACHING SKILLS

FOR SALES MANAGERS

GET THE BEST PERFORMANCE

FROM YOUR SALES TEAM!


COACHING SKILLS FOR SALES MANAGERS

 

For Sales Managers wishing to get the best out of their Sales Professionals and their Sales Teams, COACHING SKILLS FOR SALES MANAGERS provides the necessary skills and the techniques required.

 

Either delivered  to a Group of Sales Managers, or on a 1:1 basis, as a series of Coaching Sessions, it provides highly practical approaches, designed to improve Sales Performance.

 

Coaching Sales Professionals requires the ability to appropriately address the different STAGES of the Sales Cycle. It's not  simply about simply asking "How many deals will complete during the next few weeks?"

 

Effective sales coaching is about developing the effectiveness of each Sales Professional in

ALL STAGES of their Sales Cycle.

 

And with entire Sales Teams, it includes understanding the incredibly motivational environment that can be created by Sales Managers, through coaching, enabling their Teams to deliver exceptional results.


PROGRAMME DELIVERY

COACHING SKILLS FOR SALES MANAGERS can be run as a 2 day

Training Course for a group of Sales Managers, or as a series of

6 or more Coaching Sessions.


ADDRESSES THE FULL SALES CYCLE

This Programme addresses the Coaching Style and approach required at each stage of the Sales Cycle.

SALES TEAM

COACHING

Including how to leverage on the experience and style mix in the Team and create synergies that get improved results.

IMPROVING

SALES RESULTS

Coaching can massively improve sales results and COACHING SKILLS FOR SALES MANAGERS will show you how.

MOTIVATIONAL

ENVIRONMENT

Every conversation is a coaching opportunity. Create a motivational working environment through your coaching.

.


COACHING SKILLS FOR

SALES MANAGERS

KEY BASICS FOR COACHING

What Coaching is and when to Coach.
 

Developing a relationship conducive to Coaching.
 

Building trust and establishing rapport with the Coachee.
 

Frequency of Coaching Sessions and the “Every Conversation

Is A Coaching Conversation” mentality.

COACHING SKILLS

Questioning techniques.

 

Engaging and involving the Coachee.
 

Exploring topics and establishing information.
 

Challenging to make the Coachee think issues through.

 

Controlling and focusing the conversation.

 

Finding solutions to difficulties faced.

 

Achieving the “ideal” talk ratio during different types of Coaching Sessions.

 

Summarising 

 

Showing interest.

 

Intuitive listening to fully understand the Coachee's perspective.

 

Praising - genuine and specific.

 

Requesting a change in approach.

 

Using your non-verbal behaviour effectively.

 

Interpreting and responding to the non-verbal behaviour of the Coachee.

CREATING A MOTIVATIONAL

WORKING ENVIRONMENT

The different "working environments" that you can create

through your Coaching Style.

 

Which Coaching Style to use and when.

COACHING TECHNIQUES

Associating and disassociating - how and when to use each.
 

Removing blockages to success.
 

Imposing mind set restrictions - everything is possible.

 

Generating potential solutions - including creative thinking techniques.

 

Quantifying solutions, as a means of comparing options.

 

Getting the Coachee focused.

 

Using challenging behaviour.

 

Using supportive behaviour.

 

Encouraging techniques.

 

Showing empathy.

 

Using silence to engage and involve.

 

Planning the way ahead.

 

Sharing your own anecdotes in an interesting way.

 

Role practice to address specific situations.

STRUCTURING THE

COACHING CONVERSATION

Duration of Coaching Sessions.
 

30 second Coaching Sessions.
 

Location (face to face vs VC / phone) and how to use what is

available effectively.

 

Using the four-stage G.R.O.W. model to structure the conversation.

COACHING YOUR

SALES TEAM TOGETHER

Understanding the "dynamics" within your Sales Team(s).
 

Defining the strengths of each Team Member and working

out how to leverage these.

 

Creating synergy by arranging for team members with complimentary

skills to work together.

 

Handling routine tasks, such as Team meetings, emails and results in

a way that engages the entire Team.

 

Creating a real "Team" - what this is and why it's important - even in a typically individual focused sales environment.

 

Matrixing Sales Goals.

SHALL WE TALK ABOUT HOW COACHING SKILLS FOR SALES MANAGERS CAN WORK FOR YOU?

It all starts with a conversation

Please click below to email me or call (+65) 6832 5957

CONTACT

Loxton Consulting Group (Singapore) Pte. Ltd

Training Centre

20 Collyer Quay 

#23-01

Singapore

049319

t: (+65) 6832 5957

e: ClientSupport@paulloxton.com

www.paulloxton.com

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