Developing Sales Coaching Competence

Incorporating the award winning Sales Activator®

In-house programmes delivered by world-class sales trainers.

INTRODUCTION

Research conducted by Nightingale Conant in 2004 with 2663 organisations globally, identified a failing to choose and develop a sales leadership team that nurtures and develops their salespeople’s potential, which decreases sales results. The single most common mistake that organisations make is promoting their number one salesperson into the role of sales manager, thereby depriving themselves in a single stroke of their best producer and hamstringing their sales force with an ineffective manager. The skills required for managing, mentoring, and developing sales teams are totally different from those required for selling.Organisations that pro-actively develop their sales managers experience immediate leverage, because enhanced sales coaching skills produces a multiplier effect, and consequently creates a sustainable increase in sales results. This programme has been developed as a result of extensive global research and covers the fundamental skills required for sales managers in their quest to improve the performance of their sales team.

WHO SHOULD ATTEND?

Sales managers who are:

  • Committed to improving their sales teams’ results by developing their performance
  • Recently promoted and are looking to ‘fast-track’ their impact in their new job role
  • Experiencing a ‘plateau’ or very little growth in their year-on-year sales results

PROGRAMME OBJECTIVES

At the end of this 3-day programme sales managers will be able to:

  • Take a strong pro-active role with the ongoing development of their sales team
  • Apply greater levels of understanding and behavioral flexibility to improve the impact of their sales coaching interventions
  • Motivate, inspire and influence their sales team to achieve a sustainable increase in sales results
  • Provide empowering feedback to create an instant ‘lift’ in targeted performance areas
  • Conduct regular accompaniments that build overall sales competence
  • Perform assessments and appraisals in a fair and objective manner
  • Provide team development sessions during sales team meetings
  • Use and apply the resources contained within a sales development toolkit

TRAINING METHODOLOGY

Utilising a variety of highly effective globally recognised training processes ranging from traditional tried and tested techniques, to groundbreaking methods that are revolutionising the face of sales development. This highly participative programme blends accelerated learning with multi-sensory practice opportunities that instantly layers and installs new skills as an unconscious competence.Each delegate will receive a comprehensive and award winning training toolkit containing over 70 hours of practical sales coaching resources. This was the first sales development system to receive international accreditation by United Professional Sales Association and equips sales managers with a tangible resource to develop their sales team on a regular basis.

PROGRAMME OUTLINE

Day 1

  • The impact of coaching and the benefits gained from becoming an excellent sales coach
  • The link between high performing organisations and sales managers ability to coach and develop sales teams
  • Factors that affect performance and results using The Iceberg Model™
  • The Communication Model and how it relates to sales coaching and development
  • How to encourage every sales person to accept 100% responsibility for their results
  • The impact of beliefs on performance and results
  • The three pillars of sales coaching; flexibility, understanding, trust
  • How to build high levels of trust and why it accelerates growth and development
  • Developing an improved understanding of sales team members using Personality Profiling

Day 2

  • How to motivate each sales person utilising their unique, key performance drivers by eliciting and leveraging their career values
  • Adopting different perceptual positions to improve greater levels of flexibility and understanding
  • Giving feedback in a format that inspires sales people to act on it immediately
  • The importance and value gained from accompaniments
  • Pre-call and post-call coaching for development
  • Understanding the three types of accompanied calls and the context for each call type
  • Situational sales coaching that identifies each sales person’s level of competence, confidence and motivation for a specific activity and adapts style of coaching accordingly
  • Precision questions that delve beneath the surface to uncover real meaning of communication
  • Assessing performance using identified competencies and performance indicators
  • The power of evidence to ensure fair and objective performance reviews and appraisals

Day 3

  • Developing and monitoring individual action plans
  • The different processes to develop skills, knowledge and behavioral based competencies
  • The ideal structure and purpose for running regular sales meetings
  • Encouraging a sales team environment where sales people become ‘hooked’ on their own continued development
  • Introducing The Sales Activator® - a sales development toolkit
  • How to use The Sales Activator® during sales meetings
  • Starting and concluding sales meetings with high-impact techniques to create post-meeting inspiration

DELEGATE TAKEAWAYS

To extend and build upon the impact of this 3-day programme each delegate will receive:

  • Full copy of 36 page report compiled from research with 2663 organisations globally – The 5 Most Dangerous Trends Facing Sales Managers Today
  • Own copy of The Sales Activator® - a sales development toolkit containing 2 highly participative board games and 62 coaching sessions that can be used regularly by sales managers during sales meetings. The 70 hours of re-useable resources can be delivered in bite-sized chunks based on the needs of every sales team.
  • Pack of 10 x Personal Development Learning Logs for sales people to record their development progress
  • Accelerated learning handouts

OPTIONAL EXTRAS

Action Metaphors are powerful way to transform limiting beliefs, build confidence and create a high-impact finale that leaves delegates with a lasting feeling of inner motivation. All Action Metaphors are conducted by accredited Trainers who have performed these metaphors with thousands of Sales Managers globally.

There are 3 different types of Action Metaphors available as an optional extra with this programme:

  1. Board Break where delegates 'breakthrough' their limitations on a piece of wood with their hands, using two exciting synergetic methods
  2. Arrow Break where delegates 'accelerate' their achievement of their goals by placing an arrow on their throat and using belief and pace to break their arrow
  3. Firewalk where delegates prove the impossible is possible by walking on sizzling hot coals that changes perceptions and builds high levels of motivation and inner confidence

To receive an obligation free quotation, simply complete your details below and click on the Submit button

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Now Available Online

The Sales Activator® is now available to buy online. For just £495 (equivalent to $995 or €700), The Sales Activator® contains over 70 hours of sales training that you will use over and over again.

Google Checkout / Paypal

Buy The Sales Activator® using Google checkout or Paypal and buy with confidence. Both systems offer a secure and handy way to shop online - create a Google Checkout or Paypal Account once and you can use it at many stores online.

(approx.
$995 or €695)

Now only
£495*
*ex delivery & vat where applicable