How To Train Your Sales Team? – Coaching Salespeople Online Course

Given no person is a born sales person and soft skills are usually believed to be inherent in an individual and that such traits could be successfully developed or infused in a personality as well, through the right kind of soft skills training. Focussing on the training, READ Academy’s monthly new release ‘Coaching Salespeople’ focuses on how to coach salespeople to improve performance. Obviously, the goal is to increase sales, but more generally, this course explores the far-reaching impacts that effective coaching will have on the organizational culture and the community at large. Participants will learn the specific skills needed for sales coaching, the roles and responsibilities of a performance coach, and the unique challenges that sales coaches will face working with salespeople. The benefits of coaching salespeople are numerous and worth exploring and thus the rationale behind organizations choosing to include coaching as a part of their organizational strategy.

With our “Coaching Salespeople” workshop, the participants will discover the specifics of how to develop coaching skills. The course outline & workshop objectives are as follows:

Module One: Getting Started

• Icebreaker
• Housekeeping Items
• The Parking Lot
• Workshop Objectives

Module Two: What Is a Coach?

• Be a Coach
• Roles
• Responsibilities
• Face Challenges
• Case Study
• Review Questions

Module Three: Coaching 

• Be Confident
• Build Connections
• Communicate
• Focus on the Process
• Case Study
• Review Questions

Module Four: Process

• Define Effective Salespeople
• Coaching vs. Training
• How Coachable Is an Employee (A. G.R.O.W.T.H.)?
• Avoid the Gap
• Case Study
• Review Questions

Module Five: Inspiring 

• Individualize
• Personalize Rewards
• Acknowledge Success
• Provide Opportunities Over Punishment
• Case Study
• Review Questions

Module Six: Authentic Leadership

• Vulnerability
• Be Yourself and Encourage Individuality
• Listening
• Appreciate Effort
• Case Study
• Review Questions          

Module Seven: Best Practices 

• SMART Goals
• Be Realistic
• Brainstorm Options
• Take Away
• Case Study
• Review Questions

Module Eight: Competition 

• Social Pressure
• Gamification
• Rewards
• Don’t Go Overboard
• Case Study
• Review Questions

Module Nine: Data 

• Provide Clear Metrics
• Measurable Results
• Analyze Data
• Visualize Trends
• Case Study
• Review Questions

Module Ten: Maintenance Strategies 

• Benefits of Internal Program
• Choose a Method
• Create a Culture
• Train Coaches
• Case Study
• Review Questions

Module Eleven: Avoid Common Mistakes

• Poor Leadership
• Ineffective Communication
• Incomplete Data
• Don’t Be Afraid to Let Go
• Case Study
• Review Questions

Module Twelve: Wrapping Up 

• Words from the Wise
• Review of Parking Lot
• Lessons Learned
• Completion of Action Plans and Evaluations

All of these professional training resources are based on the most up-to-date body of knowledge and carefully selected by subject matter experts.

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