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Effective Sales Coaching Series
Become a better sales coach by tailoring your coaching stylePreview the first lesson free. Get full access to all 21 lessons.
Essential Provider : Kersten Kelly Brunner 5 chapters · 21 Lessons · 37m in Arabic, German, English, Spanish, French, Portuguese, Chinese
Course Description
This course explores the foundational principles of the sales coaching process. You will learn how, as a sales coach, you can engage successfully with employees and customers. You will also learn about motivating salespeople, cyclical coaching, creating a coaching structure, and customizing your approach to the individual strengths, weaknesses, and needs of the associates you are coaching.
This course will demonstrate how to use performance data, customer feedback, and concrete examples in measuring the success and establishing the accountability of the sales associates you coach. By the end of this course, you will be able to identify critical sales coaching opportunities that will help you set your employees up for success prior to, during, and after an important meeting.
What You'll Learn
- Identify the foundational principles of the sales coaching process and critical coaching opportunities
- Apply different coaching skills and distinguish sales management from sales leadership
- Define your own coaching style and create a coaching structure
- Develop an engaging customer feedback process and integrate customer engagement
- Establish sales associate accountability using performance data, customer feedback, and concrete examples
- Coach before, during, and after a sales meeting, including debriefing after a sale
Key Takeaways
- Effective sales coaching rests on foundational principles that include motivating salespeople, cyclical coaching, and building a coaching structure.
- Coaches should customize their approach to the individual strengths, weaknesses, and needs of the associates they coach.
- Performance data, customer feedback, and concrete examples are used to measure success and establish accountability.
- Sales management and sales leadership are distinct, and the course distinguishes between them.
- Critical coaching opportunities exist prior to, during, and after an important meeting, with debriefing after a sale being important.
Frequently Asked Questions
Who is this course for?
It is designed for sales coaches who want to engage successfully with employees and customers, motivate salespeople, and set their associates up for success before, during, and after important meetings.
What topics does the course cover?
It covers the foundational principles of sales coaching, motivating salespeople, cyclical coaching, creating a coaching structure, sales management versus sales leadership, using sales performance data, customer engagement and feedback, accountability, and coaching before, during, and after a meeting.
What skills will I gain from this course?
The course builds skills in business coaching, employee coaching, sales concepts, sales effectiveness, sales principles, and sales training.
How is the course structured?
It is a series of lessons that progress from an introduction and the importance of sales coaching through tailoring your coaching style, creating a structure, and coaching across the stages of a meeting, with Test Your Knowledge checkpoints and a conclusion.
What will I be able to do by the end of the course?
You will be able to identify critical sales coaching opportunities that help you set your employees up for success prior to, during, and after an important meeting.
