SKills Development - Sales Manager as Coach - example programme outline
It is recognised that coaching is one of the most effective methods of developing people's skills and performance. Coaching is a very specific skill. Many managers have difficulty in understanding the difference between their management and coaching roles.
Developing sales managers’ coaching skills will maximise the return on the investment made in training your sales people. Practically based coaching will support a sales person's on-going skills and knowledge development.
Example Contents...
- · Opportunities for the sales manager as coach
- · What is coaching? A definition.
- · The value to the salespeople, the value to the business
- · How coaching creates responsibility and awareness in the learner
- · The GROW Model - goal setting, reality, options, will. A widely used coaching model
- · Directive and non-directive coaching
- · Questioning and listening - core skills for a coach
- · Feedback
- · The opportunities for sales managers to take a coaching role
- · Field accompaniment and coaching
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