Sales Coaching Transforms Managers into Inspirational Leaders
Sales coaching is an undisputed means of driving impact. However, great coaching is counter-intuitive. A sales coach needs to understand the barriers and resistance to coaching and then build skills to effectively improve performance.
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Developmental Sales Coaching Programme
Richardson Sales Performance’s Developmental Sales Coaching programme transforms the role of a Sales Manager from being the expert who directs to a coach who inspires. In the Developmental Sales Coaching programme, managers gain insight into their personal biases, perceptions, communication approaches, and skill gaps that interfere with their abilities to increase accountability and strengthen performance.
Using the Developmental Coaching Framework and Skills, managers learn to help team members self-discover ways to maximise their strengths. They learn to coach their teams to continually grow and improve through problem solving. The result is a team of more self-aware, self-reliant, and skilled salespeople who more independently meet business goals and the creation of a culture that values feedback and inspires self-motivation. This programme arms sales managers with the process, skills, and tools needed to reinforce learning, effect lasting behaviour change, and improve results (learn more here).
The Developmental Sales Coaching Training Programme is available on our online learning platform, Accelerate. The video below is from the Developmental Sales Coaching training programme on Accelerate – it demonstrates an ineffective example of the skill of addressing a performance issue with coaching insights.
For more information about our perspective on what it takes to coach your team to sales success download the complimentary white paper, Great Coaching Is Counter-intuitive.
Developmental Sales Coaching Programme Business Benefits
Upon completing the Developmental Sales Coaching programme (learn more here), your organisation will experience the following business benefits:
- A competitive advantage from building a coaching culture that drives performance
- A discipline of “everyday coaching” that accelerates behaviour change and improves results
- Improved performance from turning routine management inspections into coachable moments
- Higher levels of self-motivation to excel so that team members take greater responsibility for their performance
Learn how Richardson Sales Performance’s Developmental Sales Coaching training helped Oppenheimer Funds’s global sales organisation develop a deeper understanding of their customers’ needs to foster differentiation that earned sales. Click here to read the case study.
Key Areas of Content
Preparing for Coaching ConversationsWe teach your sales managers why preparation is critical for a coaching conversation, and equip them with a systematic approach to do so effectively. We teach them how to prepare for planned coaching sessions and also how to pivot into coaching mode when the moment presents itself. We teach sales managers how to prepare for these conversations in order to in order to engage team members, minimise defensiveness, ask thought-provoking questions, and share thoughtful perspectives, feedback, and ideas.
Connecting with your Sales ProfessionalsIn this programme, we provide sales managers with structure and best-practise behaviours to help them effectively set the focus and tone for an honest, open, and collaborative coaching discussion. We teach managers how to position themselves for a productive, open, and collaborative interaction, by connecting with their team member on a personal and professional level.
Effective Sales CoachingAt the heart of our programme, we teach sales managers to engage in a collaborative process to help team members self-assess and self-discover ways to leverage strengths and improve performance through effective problem solving. We equip sales managers with a roadmap for effective problem solving by first assessing the current state to identify positives and an opportunity to improve, analysing the root issue that is preventing stronger performance, and then addressing that root issue with action.
Commitment to ActionWe teach sales managers provides structure and best practises for gaining commitment to action that will strengthen performance in a way that continues to strengthen the relationship between manager and team member. We teach sales managers how to ensure their team member is truly clear on agreed-to actions and next steps that maintain accountability.
Content Grounded in Behavioural ScienceOur content is grounded in behavioural science. The focus on behavioural science across our programme matters because we know that buyers make decisions based on both logic and emotion, an important and often overlooked component in both buying and selling. In fact, the emotional component of buying overrides the logical one. Sales professionals familiar with behavioural science concepts improve their ability to connect with customers because they have a greater understanding of their customer’s biases and their own. This helps them to more objectively evaluate opportunities and challenges, avoid aggressive behaviours, and reach their goals.
Program Delivery Options
Our Developmental Sales Coaching Programme is Available in the Following Modalities
VIRTUAL INSTRUCTOR-LED TRAINING THAT REPLICATES IN-PERSON CLASSROOM EXPERIENCE
Our VILT solution leverages video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills and role plays.
DIGITAL, ONLINE LEARNING PLATFORM BUILT TO INSPIRE SELLERS
This programme is available on our digital learning platform, sitting at the heart of a blended learning solution. It is built to engage and inspire sellers, provide real-time visibility into performance for sales managers, and drive long-term results.
INTERACTIVE, INSTRUCTOR-LED TRAINING
Our onsite, Instructor-led workshops are an experience. We use a ‘Learn-by-Doing’ methodology, where sellers are actively participating in role plays, problem-solving, and brainstorming exercises. They also receive intensive coaching and feedback throughout the onsite programme by the best facilitators in the business.