COACHING PRO FOR SALES MANAGERS

TRAINING COURSE OVERVIEW

Coaching Pro for Sales Managers - Training Course for Sales Managers

COACHING PRO FOR SALES MANAGERS

This course provides the skills and methodology necessary for effective metrics-based coaching to improve individual Sales Rep performance
  • 1-Day Facilitator-led training course
  • Practical exercises & take away tools for immediate implementation
  • Public training available: Click here to view upcoming dates
  • In-house training for groups of 8+ delegates available
  • Ongoing additional training services available for in-house programmes

WHO SHOULD ATTEND

  • Front-line and second-line Sales Managers responsible for developing team members

DELEGATE LEVEL

  • Managers with core sales management skills in place
  • Managers needing to focus their efforts in order to gain consistent results
  • New sales managers

WHY COACHING IS A CRITICAL SKILL

Formalised and regular metrics-based coaching interventions have been found to increase the win-rate of forecast deals.
  • Most Sales Managers recognise the need for coaching reps to strengthen development gaps, however many managers lack the hard and soft skills required to know who to coach or how to coach
  • Consequently, ‘coaching conversations’ are typically informal feedback sessions post in-field ride-alongs
  • Impact is thus diluted because sessions are not formally documented and development is not monitored and tracked

IS THIS COURSE FOR YOU?

This 1-day Coaching Pro for Sales Managers course has been designed to:
  • Equip sales managers with the hard and soft skills as well as a comprehensive Coaching Framework
  • To implement an effective, scalable coaching programme to improve the performance of the individuals on their teams

 

CLIENT CASE STUDY

COURSE CONTENT

The Coaching Pro for Sales Managers course comprises the following:

METRICS-BASED COACHING

  • Metrics-based coaching linked directly to pipeline activities and results

HARD SKILLS FOR EFFECTIVE COACHING

  • How to structure, conduct, record and follow-up on coaching sessions
  • A framework for how to detect when to focus on skills development and when to focus on attitude adjustments
  • Tools to identify which sales executives to train on which skills
  • The knowledge required to be proactive rather than reactive in coaching interventions

SOFT SKILLS FOR EFFECTIVE COACHING

  • Techniques to build and strengthen a manager’s ability to listen, build trust and effectively coach their team
  • Techniques to make informal ‘in the moment’ coaching more effective

COACHING PRO FOR SALES MANAGERS TRAINING FAQs

Do you customise this programme?

ThinkSales training courses can be tailored for in-house course delivery, subject to minimum attendee numbers.

Do you offer a certificate for this course?

Yes. All delegates who attend the full programme will be awarded with a certificate of attendance.

Do you offer Coaching Pro training courses in Johannesburg, Cape Town and Durban?

All of our courses are offered throughout Southern Africa as in-house training programmes subject to bookings that meet the minimum number of delegates required. Public training sessions are held in Johannesburg only.

ADDITIONAL TRAINING SUPPORT SERVICES

ThinkSales offers a range of additional services designed to optimise ROI for companies that purchase in-house training.

These tailor-made programmes assist our clients to implement and embed learnings in their organisations over an extended period of time to ensure results.

Customisation

Selected courseware and terminology can be tailored for in-house course delivery, to ensure the content is 100% aligned to our clients’ selling environment and challenges.

In-Field Observation

Our consultants accompany sales executives in-field before training commences to inform them of alignment requirements for course delivery and / or after training to assess progress and make recommendations for improvement.

Implementation & Deployment

Our consultants run Implementation sessions with managers following training to assist them to prioritise key course learnings for implementation and align those learnings with existing systems, processes and terminology. ThinkSales also runs Deployment sessions with the broader team for adoption of selected learnings.

Refresher Training

Refresher sessions for a period of 3, 6 or 12 months following initial training are designed to cement learnings. These sessions refresh key concepts, assist delegates to embed learnings in their daily processes and workshop “real-life” challenges.