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Sales Management Coaching

Field coaching is one of the most motivating tasks of a sales team manager. It is also the most effective and efficient way to ensure a high return on investment for the sales training provided to them. "Saying" is neither sufficient nor effective with salespeople who are just beginning to know and are still making mistakes..

Goals

  • Learn the effective techniques of sales coaching before, during and after a joint customer visits,
  • Adopt the right behaviour during joint visits,
  • Know how to build and execute an effective coaching plan, ensuring the development of the salesperson's skills and sales results.

Participants

  • Sales Managers
  • Sales Coaches
  • 12 participants max.

Prerequisites

  • Mastery of sales techniques

Programme (1 to 2 days)


The impact of coaching on sales results

  • What the research says...
  • What salespeople say

 

The different types of accompanied visits

  • The different types of joint visits
  • Advantages and disadvantages of each
  • The type of support that brings results

 

The keys to the salesperson's commercial performance

  • The sales techniques that the salesperson must master
  • ...and that the supervisor & coach must know how to teach

 

Coaching sales techniques in the field

  • Knowing how to make people aware, not just 'tell' them
  • Make people want to change and succeed differently
  • How to do it before, during and after joint visits
  • Build and execute an effective coaching plan that ensures the development of the salesperson's skills and results

Methodology

  • Role-playing to make each person aware of his or her practices that need to be improved
  • Inductive facilitation to encourage active participation
  • Individual coaching during the training
  • Personal action plan
"Winfried's ability to deliver the training with a high level of pedagogy in line with the company's objectives and, last but not least, the pleasure we had working together are second to none."
Mohammad El Khoury
"For more than 30 years, thanks to Winfried, I've been integrating into my DNA this passion and know-how for negotiation and management that he's one of the rare people to know how to pass on so well ... I prescribe his advice with my eyes closed!"

Frederic Bengold
"WW has helped us support our international expansion through a digital training platform. He's talented [...] and, on a human level, he's been able to identify how to use everyone's strengths and weaknesses to get us all moving in the right direction. Well done!"

Philippe Loups

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"Improving what matters!"

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