C024 — Coaching Salespeople

Module One: Getting Started
• Icebreaker
• Housekeeping Items
• The Parking Lot
• Workshop Objectives
Module Two: What Is a Coach?
• Be a Coach
• Roles
• Responsibilities
• Face Challenges
• Case Study
• Module Two: Review Questions
Module Three: Coaching
• Be Confident
• Build Connections
• Communicate
• Focus on the Process
• Case Study
• Module Three: Review Questions
Module Four: Process
• Define Effective Salespeople
• Coaching vs. Training
• How Coachable Is an Employee (A. G.R.O.W.T.H.)
• Avoid the Gap
• Case Study
• Module Four: Review Questions

Module Five: Inspiring
• Individualize
• Personalize Rewards
• Acknowledge Success
• Provide Opportunities Over Punishment
• Case Study
• Module Five: Review Questions
Module Six: Authentic Leadership
• Vulnerability
• Be Yourself and Encourage Individuality
• Listening
• Appreciate Effort
• Case Study
• Module Six: Review Questions
Module Seven: Best Practices
• SMART Goals
• Be Realistic
• Brainstorm Options
• Take Away
• Case Study
• Module Seven: Review Questions
Module Eight: Competition
• Social Pressure
• Gamification
• Rewards
• Don’t Go Overboard
• Case Study
• Module Eight: Review Questions
Module Nine: Data
• Provide Clear Metrics
• Measurable Results
• Analyze Data
• Visualize Trends
• Case Study
• Module Nine: Review Questions

Module Ten: Maintenance Strategies
• Benefits of Internal Program
• Choose a Method
• Create a Culture
• Train Coaches
• Case Study
• Module Ten: Review Questions
Module Eleven: Avoid Common Mistakes
• Poor Leadership
• Ineffective Communication
• Incomplete Data
• Don’t Be Afraid to Let Go
• Case Study
• Module Eleven: Review Questions
Module Twelve: Wrapping Up
• Words from the Wise
• Review of Parking Lot
• Lessons Learned
• Completion of Action Plans and Evaluations