High-Performance Sales Coaching - 2 days

High-Performance Sales Coaching

Background

The reasons why the sales management is getting challenging:

The competition is getting fierce as the lesser differentiation. The traditional centralized strategy is hard to meet the local challenges.

It is getting harder to recruit high talented salesperson.

In the past, the sales manager play as a hero to hunt the business. Now, the sales manager should evolve his role to the coach, to grow the salesperson as good as him.

In the challenging environment now, the sales manager should be evolved from the super salesperson to the modern sales leader, who can:

To work with the salesperson with the modern technology to analyses the progress for the sales performance.

Identify the opportunity for the sales grow, and define the sales strategies and action plans.

To observe the salesperson’s skill, to identify the weakness and develop the plan to help.

Develop the sales talent plan to help salesperson to grow the capabilities

Process

In the class, the trainer will provide varieties of training activities for the topics:

The necessity for the evolution of the sales manager

The talent management of the salesperson

The sales management with the numbers

The sales management with the quality

The sales coaching cycle (SCC)

SC1: One by one sales weekly meeting

SC2: Sales coaching plan

SC3: Implementation of the sales coaching visit

SC4: Review of the sales coaching visit

SC5: Development of the sales talent plan

Benefit

After the training, the participants will learn:

How to evolve from the traditional sales manager to the modern sales manager

How to select the appropriate method to help salesperson to grow his skill sets

To manage the full spectrum from the objectives, strategies to activities with the numbers

To understand the must know of sales coaching, to improve the sales quality

To understand the sales coaching cycle

To master the strategic coaching skills, to improve the sales performance from the sales pipeline report and the salesperson’s behavior

To learn how to develop the sales coaching plan

To learn how to observe salesperson’s skill and rescue in the sales visit

To master the skill coaching skills after the sales visit

To complete the sales talent plan to grow the salesperson’s abilities《High-Performance Sales Coaching》

Module

Outline

Time (m)

Activity

Introduction

Opening by host

Ice breaking

Ground rules

Overview of the program

Activity: What is the challenge?

30分

Lecture

Small game

Group discussion

Module 1

The evolution of the sales manager

Objective: to help the sales manager to understand how to evolve

The challenges of the sales management

The key success factors - past and now

The role of sales manager

The dead zone, comfort zone, panic zone, stretch zone

Activities: the reasons why comfort zone and stretch zone

30分

Lecture

Demo

Group discussion

Module 2

Talent management of salesperson

Objective: to understand how to manage the salespersons’ talent

Two domains of the sales management

The categories of the salesperson’s abilities

Methods to grow the abilities

Activities: Categorized and methods

30分

Lecture

Demo

Group discussion

Module 3

Sales management with the numbers

Objective: to master the structure of the sale performance and forecast

The cycles of the sales strategy

3 kinds of goals

5 kinds of the sales strategies

5 kinds of sales process

Activities: the sales forecast

60分

Lecture

Demo

Group discussion

Module 4

Sales management with the qualities

Objective: to learn the basics of sales coaching

The visual bias

Conscious and unconscious of learning

The effect of hobbits

The effect of the coaching

Basic coaching skills

Activities: Role play

75分

Lecture

Demo

Group discussion

Module 5

Sales Coaching Cycle SCC

Objective: to learn the sales coaching cycle

Introduction of SCC

Activity: Select the challenging stage

30分

内容讲解

引导活动

投票活动

Module 6

SC1: sales weekly meeting

Objective: To identify the opportunity to grow in the one on one weekly meeting

Discussion: How long is the appropriate period for the one on one sales meeting

Ten mistakes of salesperson

Identify and coach

Activity: two person role play

150分

Lecture

Demo

Group discussion

Role play

Module 7

SC2: Sales coaching plan

Objective: to develop the coaching plan for the team

Categorize the salesperson according to the teachability and skill level

Develop the sales coaching plan

Activity: develop the plan, and check with partner

60分

Lecture

Demo

Group discussion

2 persons activity

Module 8

SC3: Implementation of the sales coaching visit

Objective: the observation and rescue in the sales coaching visit

Review of the selling skill

Observation form of the selling skill

Activity: role play, observation and feedback

90分

Lecture

Demo

Group discussion

Role play

Tool: Sales coaching planner

Personal activity: select one salesperson and fill in the sales coaching planner

How to do self introduction in the sales visit

Tips in the sales coaching visit

Demo of the sales coaching visit

Activity: trio role play

120分

Lecture

Demo

Group discussion

Role play

Module 9

SC4: Review of the sales coaching visit

Objective: review after the visit, handling the contradiction

Skill review skill

Reinforce the good behavior

Activity: trio role play

60分

Lecture

Demo

Group discussion

Role play

Module 10

SC5: Development of the sales talent plan

Objective: to help salespersons to improve their skill level

Fill in the sales talent plan

Identify the opportunities

Review the STP with the salesperson

Activity: role play of the review

45分

Lecture

Demo

Group discussion

Role play

Total training time

= C2+C3+C5+C6+C7+C8+C9+C12+C13+C11+C10+C4 \* MERGEFORMAT13:00Break time： 15 min per am/pm

Lunch hour：1 hour