High-performing organizations frequently view coaching in the context of fostering performance and fulfillment rather than focusing on increasing output. Their salespeople are more engaged in their work, motivated to expand their skill sets over time, and driven to succeed.
Researched and developed by Wilson Learning, Leading for Performance: Coaching for Sales Performance (LFP-CFSP) offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed. During this 1 day workshop, participants will focus on the following key learnings:
Observe Selling Behaviors and Results
Ask Salespeople for their Perspectives
Create an Action Plan
Help with Support
Enabling Improved Performance
Leading for Performance: Coaching for Sales Performance (LFP-CFSP) features a Coaching for Sales Performance Planner and Job Aid Card so participants can fine-tune and apply new skills and behaviors on the job.
Participants who also complete Setting Goals for Success and Reviewing Performance will have the skills and knowledge to implement a more complete performance management process.
Clarify — Be able to properly explain the productivity goals and what behaviors are required to produce the desired results
Observe — Be able to intervene when necessary by observing behavior and/or data/reports
Ask — Be able to encourage sharing and listening to perspectives
Create — Be able to make a provocative agreement between parties
Help — Be able to create optimal conditions to succeed
|Session Length:||1 Day Programs available|
|Participant Materials:||Participant Guide, job aid card, eLearning follow-up modules|