This course will give you invaluable and proven coaching tools and techniques to enable you to empower and motivate your sales team to achieve greater results.

Many sales skills can be employed in coaching.  Learning how to coach effectively and rediscover the skills of selling and the core skills of coaching are also an ideal way to help people discover their full potential by developing their skills and increasing confidence to enhance performance.  

By the end of this course you will be able to:

·     Understand the role of coach as a thinking partner and developer of others

·     Understand the different factors that inhibit individuals’ sales results

·     Adopt coaching as a management style for increasing skills and competencies to improve sales results

·     Employ the skills vital to effective inspirational sales coaching

·     Utilize various coaching tools and techniques in coaching sales personnel

·     Exploit a variety of sales and work situations as an opportunity to coach and increase results

This course is for anyone who manages or is involved in the development of sales teams and wishes to enhance their knowledge, skills and competencies in coaching.

Coaching is one of the most effective ways of developing people in the workplace.  Through the use of coaching skills managers will help to empower and motivate the sales team.  By continually employing coaching techniques the sales manager will improve their sales people ability and find sales results will increase.

What is coaching?

·     An overview of coaching

·     The benefits of coaching

·     How to apply coaching techniques in a sales environment

Coaching as a Management Style

·     Adopting coaching as a new management style

·     Identify opportunities for coaching to develop performance

·     Through questioning recognize how individuals inhibit their full sales potential

Conducting the Coaching Meeting

·     Learn a framework for effective coaching

·     Identify the skills of high performance coaches

·     Learn a range of coaching techniques to motivate your team

Motivational Sales Coaching

·     Working with the learner’s agenda

·     Coaching beyond your boundaries of subject matter knowledge

Coaching Practice

·     Develop your coaching skills

·     Practice a range of coaching skills

A variety of methodologies will be used during the course that includes:

·         (30%) Based on Case Studies

·         (30%) Techniques 

·         (30%) Role Play

·         (10%) Concepts

·         Pre-test and Post-test

·         Variety of Learning Methods

·         Lectures

·         Case Studies and Self Questionaires

·         Group Work

·         Discussion

·         Presentation

This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.

Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session

Your Personal Development Plan

·     Prepare a personal development plan