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agile sales coaching training program

Sprint Sales Coaching

Transform sales managers into leaders who inspire.

Effective sales coaching training drives continuous performance improvement

In today's setting of constant disruption periodic, formal coaching discussions no longer work. Richardson's Sprint Sales Coaching programme teaches sales managers a process and skills that make coaching more effective by helping them make coaching an ongoing, iterative path to lasting and meaningful performance improvement.

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For Who

Sales Managers
Sales Leaders
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Format

Instructor-led
Virtual instructor-led
Digital Learning
Blended Learning
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Duration

3 four-hour VILT or 1.5 ILT workshops with pre and post digital learning

Sprint Sales Coaching Training Programme Overview

Richardson’s Sprint Coaching™ programme teaches an agile approach to sales coaching that aims to make the developmental process iterative and flexible. Sprint Coaching™ is a collaborative process where the manager uses questioning to help sellers self-discover and self-assess ways to leverage strengths and improve through effective problem-solving.

The programme does this with modules covering topics including:

  • Sales Coaching Sprints: A sprint is a cycle of Prepare - Engage - Advance that ensures coaching is constant and progress is continuous.
  • Sprint Sales Coaching Model: The programme trains sales managers to use three models, assess-analyze-address, for effective problem-solving. Managers learn to first assess the current state of their seller's performance to identify positives and opportunities to improve, analyse the root issue that is preventing stronger performance, and then address that root issue with action.

These interactions between managers and sellers result in increased ownership for performance and greater independence and self-reliance for sellers, a stronger relationship between managers and sellers, better problem-solving, and improved job performance.

Take a deeper dive into the Sprint Sales Coaching Approach by Downloading the White Paper: Coaching Your Team to Find their Stride

Sales Performance Platform Example: Addressing a Performance Issue

The video below is from the Sprint Sales Coaching training programme on our sales performance platform. It demonstrates an ineffective example of the skill of addressing a performance issue.

Learn more about our sales performance platform here.

Sprint Sales Coaching Training Programme Business Benefits

Upon completing the Sprint Sales Coaching training programme, your organization will experience the following business benefits:

  • Competitive advantage from building a coaching culture that drives performance
  • A discipline of “everyday coaching” that accelerates behavior 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

Click here to contact us to set up a meeting with one of our sales experts who can help you determine if this program will drive performance for your team.

agile sales coaching training program

Sprint Sales Coaching Training Programme Brochure

Learn how we can train your team to coach with agility.

Download

Key Areas of Content

  • Preparing for Coaching Conversations

    Sales managers learn to prepare for planned and impromptu coaching conversations using a systematic approach

  • Connecting with Sales Professionals

    Sales managers learn how to effectively set the focus and tone for an honest, open, and collaborative coaching discussion by connecting with their team members on a personal and professional level.

  • Effective Sales Coaching

    Sales managers learn to engage in a collaborative process to help team members self-assess and self-discover ways to use strengths and improve performance through effective problem-solving.

  • Commitment to Action

    Sales managers learn to gain commitment to action and ensure their team members are clear on agreed-to-actions and next steps that maintain accountability.

  • Selling Sprints

    Sales professionals learn to use "selling sprints," short bursts of activity centered around key moments in sales conversations, that result in a mini close.

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