Coaching The Counselor Salesperson
The sales function is a key source of competitive advantage for organizations—there’s no place where competition is more intense. Having a highly effective salesforce and a consistent developmental approach to sales management are absolute necessities. The ability of sales managers to develop their salespeople has a significant impact on sales team success and revenue results. Consequently, the development of sales managers is a critical success factor for enhanced sales productivity.
Researched and developed by Wilson Learning, Coaching the Counselor Salesperson (CCSP) provides sales managers with the skills they need to ensure the ongoing success and development of the salesperson. This capability:
- Provides an understanding of Wilson Learning’s The Counselor Salesperson (CSP) concepts and principles
- Offers managers a coaching process—The ABCs of Coaching—that includes a feedback framework for developing a team of top-performing salespeople
- Provides managers with practice and experience coaching to real-life sales situations
Used in conjunction with The Counselor Salesperson, CCSP creates a high performance sales system.
Enabling Improved Performance
The CCSP program features various application and support tools. These additional learning components—tools for communicating expectations, observing behaviors, coaching guides, etc.—ensure that sales managers can hone newly acquired coaching skills and behaviors upon returning to work.
CCSP helps sales leaders understand the importance of and their role in coaching—specifically, coaching to CSP skills. They see how they can impact performance through their efforts. CCSP provides the skills and tools they need to coach their salespeople, which will improve and stretch the performance of their entire sales team.