Sales Coaching (SC): In-House Training Programme
Coaching is a skill that needs to be taught, trained, or coached, more than most others. Imparta’s research suggests a strong, direct correlation between a manager’s ability to coach and their team's performance. However, sales managers are often promoted because they are great salespeople, not great coaches. Though they can sell, these people are often unequipped to manage and lead their team to success.
Imparta’s Sales Coaching (SC) training programme is specifically tailored to sales people. The course will help managers enhance their coaching skills and techniques to ensure that conversations with their teams drive individual and business performance. Your sales managers will ‘learn by doing’ by taking part in realistic and challenging coaching scenarios. Imparta's follow-through tools ensure that they continue coaching with the right frequency and to the right level long after the course has been completed.
Suitability - Who should attend?
This in-house training programme is best suited for those responsible for developing others within the sales arena. Typical roles who would benefit from this programme include:
- Sales Managers and Directors
- Channel Managers
- Commercial Managers and Directors
Outcome / Qualification etc.
This in-house training programme will allow you to face the following obstacles:
- Underperforming sales teams
- Missed opportunities
- Low win rates
- Average performance across sales teams
Training Course Content
The content of this Sales Coaching (SC) training programme can be tailored to fit your needs, customers, markets, and objectives.
Areas typically covered in Imparta's SC programme include:
- Introduction to sales coaching
- What is coaching
- Why is coaching a critical sales management activity
- When and who to coach
- The sales coaching process
- Coaching principles and roles
- Identifying skill and capability gaps, prioritising areas for coaching
- Creating a coaching environment
- Questioning and listening skills
- Optimal areas for sales coaching
- Coaching the Creating Client Value (CCV) methodology
- Providing feedback
- Handling resistance to coaching
Request information to learn more about bespoke courses from Imparta
Imparta improves its clients’ business performance in the areas of Sales, Sales through Service and Service using highly practical and researched approaches and an integrated solution that goes well beyond simple training interventions. Imparta’s Capability Building® System combines assessment, training, coaching, application...
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