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Coaching To Improve Performance
presented by Mark Christie

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One of the main functions of a Sales Manager’s job is to provide direction and to continually improve their sales team’s performance, and consequently the sales results. Ironically, success in sales is not a pre-requisite. One well known mantra states that when you promote your top sales performer, you lose your best sales person, and simultaneously gain your worst sales manager!

Good coaching, however, is essential to this process. Even top performers look for ways to continue their development and are motivated by coaching discussions.

Effective coaching relies on a Sales Manager’s ability to define acceptable and exceptional performance standards, analyze a sales person’s performance against those standards and explore developmental opportunities with each individual.

By attending this seminar Sales Managers will receive the resources they need to improve their coaching skills and make the time they spend with their salespeople, more productive.

Here is some of what you will learn:

Why good coaching is so rare.
The characteristics of the most successful sales coaches.
Where we spend our time as coaches, and where we should spend our time.
What are performance standards, why do we need to develop them, and how.
Knowing the four coaching styles and when to apply each one.
When providing feedback is appropriate and when it is not.
And the three occasions when coaching is used to modify behavior:
- Using constructive feedback to modify non-productive behavior.
- What to say to improve performance.
- How to train on new skills.