In-the-Moment Sales Coaching
Overview
Anyone -who does not necessarily have to have knowledge about fundamentals of coaching- might join the In-the-Moment Sales Coaching Program if they manage a team / supervise or observe the sales process and if they are in charge of sales performance. The two-day program discusses sales coaching speech skills focusing on sales skills and by using fundamental coaching skills during a sales conversation/interview. Coaching conversations to be had after observing the sales conversations will help the salesperson to realize behaviors contributing to the sales and preventing sales; the coaching skills will help to internalize how a teaching can be turned into a system. You will have a perspective within the framework of In-the-Moment / Timely / Moment-to-Moment coaching for short-term coaching practices.
Duration: 2-day or 4 x 3-hour online sessions
Goal
- To identify opportunities and areas of development -focusing In-the-Moments- when the teams sell and/or perform their duties,
- To gain skills that will help identifying a person’s strengths and areas of personal development as a coach,
- To turn after-sales coaching speeches into learning and motivational tools,
- To provide the optimum feedback to his/her teams,
- To have short-term coaching conversations instead of planned coaching discussions,
Who is it for?
- Sales team executives,
- Persons supervising the sales process and salesperson,
- Persons observing the sales process and salesperson,
- Persons providing feedback to the salesperson,
- Persons aiming to create performance of salesperson.
Outcomes
- A new perspective about Identity of a Sales Coach,
- Shifting between Mentorship-Leadership-Coaching concepts,
- Executive’s stance as a person creating awareness instead of a person instructing
- Profound awareness achieved in a short period of time about team members’ areas of development,
- Applicable methods to be implemented right away,
- Performance and sales increase,
- Time-saving,
- Teams solving problems not causing them,
- Adapting the team members to the coaching stance,
- Increasing efficiency of planned coaching discussions,
- Creating a learning atmosphere where executives continuously focus on self-development and development of others,
Program contents
- In-the-moment / Timely / Moment-to-Moment Sales Management
- Concept of Mindset
- ASK skills
- Observation
- Ideal Sales Process (Sales steps of the company)
- Asking a Question
- Levels of listening
- Feedback
- Designing an Action Plan
- Actions follow-up system
- Emergency Question Kit
- Focusing Framework
- Non-face-to-face In-the-Moment Sales Coaching
How does it work?
This program is available as classroom training and also as a distance and online training via interactive teleconferences. This training focuses on personal learning process and helps participants to identify the concepts and essential competencies enabling them to understand themselves as a “system”. The training is participatory and experimental; the participants will also learn from each other while moving along the program with new levels of awareness, tools and skillsets that can be used right away.
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Please contact us to find out about our trainings and ask the questions you may have.