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NEW SERIES - 2

Sales Coaching

1
Day

For Whom

Any Experienced Sales Manager who likes to excel in coaching

At the end of the programme the participant would have learnt

  • What makes a good coach
  • The different ways to use coaching to motivate people
  • Learn how to coach for different needs

Coaching - an overview

  • What is Coaching
  • Why is Coaching Critical
  • The benefits of coaching
    • Benefits for the organization
    • Benefits for the team
    • Benefits for the coach

Motivational coaching

  • What does the team expect from the Coach
  • The Three Drivers for the team
    • The need to Achieve
    • The need to Learn
    • The need to Contribute

What is needed to be a coach

  • The Attitude - belief in self / belief in others
  • The core skills
    • Having conversations
    • Sensing and observing
    • Giving feedback
    • Taking feedback

Coaching on the field

  • The aspects of field coaching
  • A structured template for field coaching
  • Energizing the coaching

Coaching for different needs

  • The five areas of coaching
    1. Knowledge
    2. Skills
    3. Process
    4. Behavior
    5. Attitude
  • How does the coaching process differ for the above