Sales Coaching Training
Your sales managers need an agile approach to coaching to drive lasting change.
Consultative Sales Coaching At a Glance
Richardson’s sales coaching training program teaches an agile approach to sales coaching that turns professional development into an iterative and flexible process. It helps sales managers shift from being an expert who commands team members to being a coach who empowers self-motivated learning and improved results.
For Who
Sales Managers
Sales Leaders
Format
Instructor-led
Virtual instructor-led
Digital Learning
Blended Learning
Duration
3 four-hour VILT or 1.5 ILT workshops with pre and post digital learning
Why Sales Managers Need Coach Training
All sellers need coaching to succeed in today's dynamic sales landscape. Sales coaching is crucial for nurturing and developing the skills, performance, and mindset of sales professionals. However, sales managers' approach to coaching must evolve to match the modern landscape of buying and selling.
Traditional one-on-one sessions no longer work in a setting of constant disruption. Sales coaching must be ongoing. It must help sellers quickly develop skills in the field. Incremental growth is key to lasting change and adaptation in the moment. Sales coaches need an agile approach.
Our Approach to Sales Coaching
Consultative Sales Coaching is a collaborative process where managers use questioning tactics to help sellers self-assess ways to use their strengths to solve problems and continually grow as sales professionals. The outcome is a team of self-reliant, skilled professionals who take greater ownership of their growth and meet business goals independently – ultimately leading to improved job performance.
To accomplish this, the Sprint Coaching™ program teaches these key tactics:
Sales Coaching Sprints: A sprint is a cycle of Prepare-Engage-Advance that helps sales managers guide sellers to self-discover ways to use their strengths and continuously improve through effective problem-solving.
Consultative Sales Coaching Model: Sales managers are trained to use an Assess-Analyze-Address model to coach sellers more effectively. They assess current performance, analyze root issues preventing stronger performance, and address those root issues with action.
Take a deeper dive into the Sprint Sales Coaching™ Approach by downloading the White Paper: Coaching Your Team to Find Their Stride
With Consultative Sales Coaching Sales Managers Will Learn How To:
- Effectively coach sellers to increase accountability for personal growth
- Understand the three core reasons to coach and avoid common mistakes when coaching
- Conduct effective in-person and remote coaching sessions in a respectful and safe environment
- Use coaching dialogue skills to engage sellers in collaborative conversations
- Develop self-coaching skills to ensure continuous development
Sales Coach Training Example: The Wrong Way to Address a Performance Issue
Our Consultative Sales Coaching training program leverages our sales performance platform to provide real-world examples of the core concepts covered in training. The video below is an excerpt from this program and shows an ineffective way of addressing a performance issue.
Benefits of Sales Coaching Training
Upon completing the Sprint Sales Coaching training program, your organization will benefit from:
- A competitive edge through a performance-driving coaching culture
- A discipline of “everyday coaching” for faster behavior change and better results
- Improved performance by turning routine management inspections into coachable moments
- Higher levels of self-motivation to excel so that team members take greater responsibility for their performance
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