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Studies have shown that Sales Managers who are great coaches produce significantly more
revenue and gross profit with less turnover than managers who are only average coaches. Most sales
managers got the job because they were great at sales. It is critical to the ongoing success of the
manager and the salesperson that the Sales Manager applies a coaching style that helps the manager
grow from super salesperson to super-coach.
Issues
Perhaps the single greatest frustration is the manager’s knowledge that his/her salespeople lack the
ability or willingness to become more self-reliant in thinking, decision making and selling. The
other is how to use automation to drive sales productivity.
The Sales Optimizer Solution?
This interactive 1-day workshop is followed up by six 30-minute one-on-one coaching sessions is focused
on helping the Sales Manager to develop their team and drive revenues by building salesperson independence
through coaching them on job skills, business maturity, adaptability, pipeline and real deal coaching.
A special emphasis is placed on helping the manager master using salesforce.com to create a structured
system of visibility, accountability and results.
What You Learn?
- The power of coaching to build tenure and what salespeople want from a coach
- To move from being a deal-saver to coaching the sales-maker
- How to coach around Pipeline management, activity management and opportunity management
- The strategies of Collaborative Sales Coaching and the 6-step Collaborative Sales Coaching formula
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