"What leads the leader is vision. Leaders see what's
possible - the solutions, the victory, the sale, the opportunity
and work to make it a reality."
-PETER
URS BENDER |
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"Vision is the stuff of our dreams. Passion is
our energy to make it real. The two go together like a
horse and rider. In the mind of one is the goal. In the
other lies the means to get there."
- SHAKESPEARE; A Midsummer Night's
Dream
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Management Skills
| What is the secret behind creating
successful sales teams? How do you keep them
motivated to sell? Most managers forget that
sales teams require coaching to ensure ongoing
success. Management's ability to create a
winning team has a great deal to do with front
line coaching than the actual selling process.
Sales training alone will not magically create
a winning sales team; coaching is necessary
to ensure continual performance development. |
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Often a Sales Manager will step-in to save a salesperson
from failing on a tough call. This is not coaching;
this is your Manager selling for you. Effective
sales coaching is tapping into a person's potential
to ensure that they perform at their best. It is
about helping people to learn to help themselves,
rather than just teaching by demonstration. Sales
people benefit from coaching because they learn
to recognize performance gaps within the sales process
and employ corrective action on their own. Coaching
empowers sales people to continually self-improve,
and to accept management's support only if required.
Empowerment will lead to a motivated, self-reliant
and productive sales professional.
This one and a half day combination lecture-workshop
instructs Managers on how to employ powerful coaching
skills and techniques to effectively diagnose and
correct performance gaps within the selling process,
based on a simple and logical Sales Performance
Checklist. It teaches Managers how to understand
and recognize areas for individual improvement within
the sales process, and corrective action to be used.
Sales Leaders and Managers learn how to deliver
non-judgmental, feedback and coaching advice for
reinforcement of effective sales techniques for
increased sales results.
Objective:
This course provides management with a process for
effective sales coaching to quickly assess current
roadblocks within the selling process for sales
professionals, in order to unlock individual potential
for improved productivity and performance levels.
Who Should Attend:
This program is recommended for anyone managing
or leading sales people that would like to increase
their employee's productivity and performance levels
for greater sales results.
Learning Objectives:
- How to get salespeople to identify and accept
their own weaknesses in the sales process
- How to deliver coaching advice in a non offensive,
non judgmental manner for greater
buy-in
- How to deliver feedback that will reinforce effective
sales techniques
- To ensure coaching delivered relates to the problem
- To ensure coaching provided delivers practical
advice based on experience
- How to use a Sales Performance Checklist to provide
constructive and powerful feedback for individual
improvement that can be measured
- Help sales people to excel by providing insight,
awareness, sound advice to motivate them toward
their potential
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