Description

In the search for commercial performance, investing in people is essential. This sales coaching training allows you to acquire the method and associated behaviors essential to becoming the first skills developer in your team. Particular attention is paid to the questioning technique in the context of sales coaching. To develop and sustain results, build the foundations of lasting motivation, retain the best, become a real coach!

Who is this training for ?

For whom ?

Sales team manager, sales leader, sales director, sales director, inspector, sales facilitator or agency manager. Network facilitator already trained in management methods, with or without a hierarchical link with salespeople.

Prerequisites

None.

Training objectives

Understand the basic principles of coaching

Identify the individual and collective progress to be obtained

Debrief a sales interview, results

Select and implement the most effective coaching action

Engage and give the desire to progress

Support and maintain progress through sales coaching

Training program

• Diagnose the performance of each member of your team
  • - Build your qualitative measurement tools: the skills grid.
  • - Highlight the factual results.
  • - Detect the key success factors and dysfunctions.
  • - Identify the key skills associated with performance.
  • - Make field support a real tool for measuring skills.
• Build the coaching relationship with your seller
  • - Seek to understand by practicing useful and productive questioning.
  • - Listen and analyze the real sources of discrepancy: skill or motivation? get rid of the dragons that disrupt listening.
  • - Adapt your coaching to the seller's degree of autonomy.
• Implement a progress plan
  • - Progress Plan Negotiate a Progress Plan with your seller: agree on objectives, remain flexible on means.
  • - Select the appropriate sales coaching actions: set up a pair, a training action: checklist and advice; use the power of collective emulation to train your salespeople to lead a role play: the sequential method.
• Supporting your seller on the journey to autonomy
  • - Organize monitoring: milestones.
  • - Support in the field to measure the progress made.
  • - Provide effective feedback: 'get feedback ' rather than 'say'.
  • - When faced with a salesperson who is not making progress: mistakes to avoid, key answers.
  • - Encourage to motivate sustainably: from a positive 'stroke' to the interview congratulations.