Richardson’s Developmental Sales Coaching training solution and support tools improve coaching skills to develop a team's ability to sell in a consultative manner.
This integrated training solution combines a proven, practical coaching methodology with customized exercises and cases that reflect the most challenging and most common sales and technology coaching issues globally. Additionally, Web-based diagnostics and a series of Web-based reinforcement courses help managers lead the shift to a solution-based sales culture.
This solution has been designed to enable managers to develop the skills and strategies to get real buy-in from their people and provide feedback based on behavior to elevate skill and help them become responsible for their own development. By creating short and long-term action steps to achieve sales success, managers will develop a practical and powerful coaching strategy in which they coach more by questioning vs. telling. The result - a team that self-coaches, independently overcomes obstacles, and closes more sales. Components of our Development Sales Coaching Structure include:
Sales Coaching Diagnostic: 180 to 360 assessment feedback tool that measures coaching behaviors/perceptions.
Prework: Managers select priority, realtime coaching challenge to strategize and get feedback on during the training; allows for more application during training. Option to use modular eLearning QuickSkills as prework which allows for more application-in-training and also can serve as
reinforcement.
Developmental Sales Coaching Seminar: Intensive one-day customized, hands-on seminar introducing Developmental Coaching Framework, process, skills with role play and individual feedback. Option for videotaping. Options for Coach the Coach, Remote Coaching, Coaching the Extremes, Peer Coaching, Performance Evaluation, Team Meetings, and Consequence Coaching.
Quarterly Coaching Action Maps: At end of the seminar, Managers, using a one-page template, develop quarterly coaching action plans for each of their people and themselves to apply learning from seminar. Participants receive Coaching ToolKit and Quarterly Cyber Manager Tips.
StartCoaching™: Managers participate in five 50-minute phone coaching sessions with a Richardson coach over a three-month period to receive support and feedback on the execution of their coaching plans. They apply sales coaching skills to live coaching challenges that directly impact achievement of revenue. Client receives aggregate monthly Coaching Summary Report over the three-month period.
Coaching Evaluation and Certificate: Richardson compiles a final summary of each Manager’s progress against Coaching Objectives and provides a certificate to Managers who successfully participate in the Coaching Assessment, the Developmental Sales Coaching Core Training, StartCoaching™ sessions, and who have completed Quarterly Coaching Plans for the upcoming quarter.