Sales Professional GmbH Im Haldenächer 14, CH-8907 Wettswil info@salesprofessional.ch +41 44 777 82 83
Management Coaching
- Management Coaching
One of the business goals of a sales manager is to coach his sales that they reach the targets.
That means that each sales person has to be developed individually . This needs about 50% of the managers working time. So it should be! Practice shows that most of the sales managers invest for coaching about 5 to 10% or their time.
The Coaching the Sales Process workshop shows the sales managers how they can effectively coach their sales team with an optimal time investment. They are also able afterwards to secure the return on investment (ROI) of the workshops and sales methodologies.
Coaching the Sales Process™ (CSP)
Ensuring fast implementation, sustained impact, and real change
Workshop Overview
Coaching the Sales Process™ focuses on the manager’s role in implementing sales process improvements. It provides managers the tools to improve performance and develop individual and team skills.
Participants learn how effective coaching helps achieve faster implementation, sustained impact on results, and maximum return on training investments. Hands-on exercises focus on conducting effective opportunity and pipeline reviews, performing win/loss analyses, and setting targets for individual development.
Workshop Goals
- Effective implementation – of opportunity management to maximise your win rate
- Faster return on training investment – with an implementation plan based on best practice
- Recognition for sales leadership – by leading the process of change though personal example
- Sustained improvement – by weaving the concepts into the fabric of your organisation
- Improved productivity and motivation – through coaching instead of controlling
- More accurate forecasts – through effective opportunity and pipeline reviews
- Better personnel development – by identifying and resolving individual and team skill gaps
Workshop Content
- Understanding the role of coaching in effective sales management
- Helping sales people identify and resolve skill gaps
- Conducting effective opportunity and pipeline reviews
- Identifying the real issues and helping the sales team resolve them
- Building trust and improving communication within the organisation
- Performing win/loss reviews to identify the best and worst practices
- Qualifying opportunities to improve resource utilisation and pipeline quality
- Avoiding organisational resistance to change
- Turning initiatives into results
- Teaching concepts as part of becoming an effective coach
Who should attend?
Managers at all levels responsible for implementing effective practices based on the concepts of Infoteam workshops.
Workshop Duration
The 2-day workshop begins on both days at 8:30 and ends at 17:00 on day 2. A 1-day implementation review takes place after 3 months.
Preparation
To maximise workshop benefits, participants are asked to complete a short assignment describing their current coaching practices, and problems encountered. Participants apply the workshop concepts directly to ongoing opportunities.