High-Performance Sales Coaching - 2 days
High-Performance Sales Coaching
Background
The reasons why the sales management is getting challenging:
The competition is getting fierce as the lesser differentiation. The traditional centralized strategy is hard to meet the local challenges.
It is getting harder to recruit high talented salesperson.
In the past, the sales manager play as a hero to hunt the business. Now, the sales manager should evolve his role to the coach, to grow the salesperson as good as him.
In the challenging environment now, the sales manager should be evolved from the super salesperson to the modern sales leader, who can:
To work with the salesperson with the modern technology to analyses the progress for the sales performance.
Identify the opportunity for the sales grow, and define the sales strategies and action plans.
To observe the salesperson’s skill, to identify the weakness and develop the plan to help.
Develop the sales talent plan to help salesperson to grow the capabilities
Process
In the class, the trainer will provide varieties of training activities for the topics:
The necessity for the evolution of the sales manager
The talent management of the salesperson
The sales management with the numbers
The sales management with the quality
The sales coaching cycle (SCC)
SC1: One by one sales weekly meeting
SC2: Sales coaching plan
SC3: Implementation of the sales coaching visit
SC4: Review of the sales coaching visit
SC5: Development of the sales talent plan
Benefit
After the training, the participants will learn:
How to evolve from the traditional sales manager to the modern sales manager
How to select the appropriate method to help salesperson to grow his skill sets
To manage the full spectrum from the objectives, strategies to activities with the numbers
To understand the must know of sales coaching, to improve the sales quality
To understand the sales coaching cycle
To master the strategic coaching skills, to improve the sales performance from the sales pipeline report and the salesperson’s behavior
To learn how to develop the sales coaching plan
To learn how to observe salesperson’s skill and rescue in the sales visit
To master the skill coaching skills after the sales visit
To complete the sales talent plan to grow the salesperson’s abilities《High-Performance Sales Coaching》
Module
Outline
Time (m)
Activity
Introduction
Opening by host
Ice breaking
Ground rules
Overview of the program
Activity: What is the challenge?
30分
Lecture
Small game
Group discussion
Module 1
The evolution of the sales manager
Objective: to help the sales manager to understand how to evolve
The challenges of the sales management
The key success factors - past and now
The role of sales manager
The dead zone, comfort zone, panic zone, stretch zone
Activities: the reasons why comfort zone and stretch zone
30分
Lecture
Demo
Group discussion
Module 2
Talent management of salesperson
Objective: to understand how to manage the salespersons’ talent
Two domains of the sales management
The categories of the salesperson’s abilities
Methods to grow the abilities
Activities: Categorized and methods
30分
Lecture
Demo
Group discussion
Module 3
Sales management with the numbers
Objective: to master the structure of the sale performance and forecast
The cycles of the sales strategy
3 kinds of goals
5 kinds of the sales strategies
5 kinds of sales process
Activities: the sales forecast
60分
Lecture
Demo
Group discussion
Module 4
Sales management with the qualities
Objective: to learn the basics of sales coaching
The visual bias
Conscious and unconscious of learning
The effect of hobbits
The effect of the coaching
Basic coaching skills
Activities: Role play
75分
Lecture
Demo
Group discussion
Module 5
Sales Coaching Cycle SCC
Objective: to learn the sales coaching cycle
Introduction of SCC
Activity: Select the challenging stage
30分
内容讲解
引导活动
投票活动
Module 6
SC1: sales weekly meeting
Objective: To identify the opportunity to grow in the one on one weekly meeting
Discussion: How long is the appropriate period for the one on one sales meeting
Ten mistakes of salesperson
Identify and coach
Activity: two person role play
150分
Lecture
Demo
Group discussion
Role play
Module 7
SC2: Sales coaching plan
Objective: to develop the coaching plan for the team
Categorize the salesperson according to the teachability and skill level
Develop the sales coaching plan
Activity: develop the plan, and check with partner
60分
Lecture
Demo
Group discussion
2 persons activity
Module 8
SC3: Implementation of the sales coaching visit
Objective: the observation and rescue in the sales coaching visit
Review of the selling skill
Observation form of the selling skill
Activity: role play, observation and feedback
90分
Lecture
Demo
Group discussion
Role play
Tool: Sales coaching planner
Personal activity: select one salesperson and fill in the sales coaching planner
How to do self introduction in the sales visit
Tips in the sales coaching visit
Demo of the sales coaching visit
Activity: trio role play
120分
Lecture
Demo
Group discussion
Role play
Module 9
SC4: Review of the sales coaching visit
Objective: review after the visit, handling the contradiction
Skill review skill
Reinforce the good behavior
Activity: trio role play
60分
Lecture
Demo
Group discussion
Role play
Module 10
SC5: Development of the sales talent plan
Objective: to help salespersons to improve their skill level
Fill in the sales talent plan
Identify the opportunities
Review the STP with the salesperson
Activity: role play of the review
45分
Lecture
Demo
Group discussion
Role play
Total training time
= C2+C3+C5+C6+C7+C8+C9+C12+C13+C11+C10+C4 \* MERGEFORMAT13:00Break time： 15 min per am/pm
Lunch hour：1 hour

凌敬忠老师的其它课程