Sprint Sales Coaching
Transform sales managers into leaders who inspire
Effective sales coaching training drives continuous performance improvement
Selling and buying have changed dramatically. Sellers of all backgrounds need the support of a coach to help them find their stride. However, coaching must also change. Periodic, formal sit-down discussions no longer work in a setting of constant disruption. 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. Coaches need an agile approach.
Sprint Sales Coaching Training Program Overview
Introducing Richardson’s Sprint Coaching™ program, an agile approach to sales coaching that aims to make the developmental process iterative and flexible. This approach transforms the traditional role of a manager from being the expert who directs and tells, to being a coach who inspires increased self-motivation to learn, change, and improve results. We enable sales managers to make the necessary shift in mindset to truly commit to coaching. The result is a team of more self-aware, self-reliant, and skilled professionals who take greater ownership for their growth and who more independently meet business goals.
Sprint Coaching™ is a collaborative process where the manager uses questioning to help sellers self-discover and self-assess ways to leverage strengths and continually grow and improve through effective problem-solving. These interactions between managers and sellers result in increased ownership for performance and greater independence and self-reliance for your seller, a stronger relationship between managers and sellers, better problem solving, and improved job performance.
The result is a team of more self-aware, self-reliant, and skilled professionals who take greater ownership of their growth and who more independently meet business goals.
For a quick overview of the guiding principles behind the Sprint Coaching methodology, download this "Two-Minute Take" on how to drive better performance with Sprint Coaching.
The Sprint Sales Coaching program does this with a framework that includes activities such as:
Sales Coaching Sprints
A sprint is a cycle of Prepare - Engage - Advance that
enables sales managers to help sellers self-discover ways
to leverage their strengths and continually grow through
Sprint Sales Coaching Model
The program 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, analyze the root issue that is preventing stronger performance, and then address that root issue with action.
Sales Performance Platform Example: Addressing a Performance Issue
The video below is from the Sprint Sales Coaching training program on our sales performance platform. It demonstrates an ineffective example of the skill of addressing a performance issue.
Sprint Sales Coaching Training Program Business Benefits
Upon completing the Developmental Sales Coaching training program, your organization will experience the following business benefits:
- A 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.
Key Areas of Content
Preparing for Coaching Conversations
We 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.
Connecting with your Sales Professionals
We provide sales managers with structure and best-practice behaviors 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 Coaching
At the heart of our program, 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.
Commitment to Action
We teach sales managers provides structure and best practices 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.
Selling Sprints are short bursts of activity centered around achieving the four drivers and delivering progress against the pursuit criteria. Sales teams learn how Selling Sprints follow a Prepare – Engage – Advance pattern that embraces the dynamic nature of selling and integrates specific techniques, skills, and tools to win.
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customization approach ensures we fully reflect your unique selling environment while leveraging best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practice skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviors.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.