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Coaching Salespeople in the Field

Coaching

 

Objective:

To teach sales leaders specific steps to coaching effectively in the field.

 

Format:

1/2 day custom in-house workshop + online webinar

 

Module Outline:

  • The Sales Manager’s Duties
  • Five Keys to Coaching Success
  • Observing & Analyzing Performance
  • Suggesting Areas of Improvement
  • Model the Desired Method
  • Having the Salesperson Try
  • Continue Coaching
  • Coaching Tips
  • Coaching & Counseling By-the-Numbers
  • Working with Very Experienced Salespeople
  • The 3 types of coaching calls to use in the field and purpose of each
  • Account Strategy Coaching
  • Four Case Studies for Practice
  • Implementing Goal Aligned Selling
  • Utilizing the Diverse Talents of Your Team
  • Role plays with 3 customized scenarios & feedback
  • Field tools include a Sales Call Feedback Sheet that can be customized for your team
  • 30 Day Action Plan

Training Workshops

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