Don't lead with product knowledge, lead with business knowledge

Sales Manager as Coach

Module 4. A three-day workshop.

What will be covered?

Course content includes the following areas:

  • Review of module 1, 2 and 3
  • Delegation
  • Effective Coaching
  • Learning styles questionnaire
  • Coaching styles
  • Feedback
  • Coaching demo and participant’s analysis
  • Coaching case studies and role plays
  • Experiential exercises
  • Action planning

 

Workshop Objectives

  • To understand the importance of delegating to the right people in the right way
  • To be able to identify differing learning styles and their implications in managing sales people
  • To understand and be able to use different coaching styles
  • To be able to explain how to give effective feedback
  • To understand and use the GROW model and the coaching process
  • To participate in a Sales Coaching Case Study
  • To participate in a Sales Coaching Role Play
  • To develop a detailed action plan to improve sales management and sales performance.