Home > Sales Management Training Products > Developing High Performing Sales Teams
Developing High Performing Sales Teams
"Observation, Coaching and Feedback"
Length/Product Type
4 Hour Module
Targeted Audience
Sales, Sales Managers, Sales Support
Description
It's often said that "When a manager sneezes, everyone catches a cold."* But to be a good coach, you must first be a good observer.
In this 4-hour module on How to Create a High Performing Sales Team, Sales Managers learn to take time to observe each Seller on their team and do highly targeted coaching. They develop key skills, like how to vary coaching methods and involve the seller in determining what they need to improve. They learn to give balanced feedback right after a sales activity, by being direct, specific, and diffusing defensiveness. And equally important, they gain the confidence to act decisively when sales results aren't there, and it's clear that coaching and feedback just isn't working.
In this 4-hour module on How to Create a High Performing Sales Team, Sales Managers learn to take time to observe each Seller on their team and do highly targeted coaching. They develop key skills, like how to vary coaching methods and involve the seller in determining what they need to improve. They learn to give balanced feedback right after a sales activity, by being direct, specific, and diffusing defensiveness. And equally important, they gain the confidence to act decisively when sales results aren't there, and it's clear that coaching and feedback just isn't working.
Objectives
When to coach and when to direct
How to use observation to establish coaching priorities
Learn the 5 types of coaching
Discover how to give feedback in a way salespeople can hear
Improve strategies for diffusing defensiveness
Signals that more serious corrective action may be needed
With this product you will receive
Recommended Supplemental Materials
Facilitator Instructions - to help you prepare for and facilitate each section of a course or customize and implement a template.
Training Products - A complete set of training materials rich with course training content and packaged into a single source file (PowerPoint) for ease of use. These materials include: Facilitator Guide, Participant Guide and Training Slides
Template Products - All template products come with training content, layout structure and/or frameworks in a sprcific training content area. You may customize with company information. Training content and layout is designed in PowerPoint, Word and/or Excel .
Training Products - A complete set of training materials rich with course training content and packaged into a single source file (PowerPoint) for ease of use. These materials include: Facilitator Guide, Participant Guide and Training Slides
Template Products - All template products come with training content, layout structure and/or frameworks in a sprcific training content area. You may customize with company information. Training content and layout is designed in PowerPoint, Word and/or Excel .
All materials to effectively deliver/use this product are included with your purchase.
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