Topics Covered in Selling Skills COACHing

Setting the Stage - the Purpose of Coaching

Get the coaching managers to buy into coaching
“How can I add coaching to my busy schedule?”
Help managers make the transition from reactive to proactive
Understand the difference between coaching and counseling

Kicking Off the Coaching Process with the Sales Team

Get employees involved
Role-play a kick-off meeting
Answer questions that may come up
Introduce any compensation programs being added for employees
Tie coaching results to measurable sales improvement and a reward program for coaches

Performing the Coaching Process

Identify the sales skills being measured
Recognize which calls to select, accounts and anecdotal experiences to review
Measure sales skills objectively, specifically and through indentifiable skills
(Sample worksheet/job aid provided)
Use the worksheet job aid
Conduct role-plays to sharpen skills

Giving Constructive Feedback

Ask the salesperson for input first; with which skills did they do well and where do they need improvement?
Offer positive feedback (3-5 items) before suggesting a few items to work on
Generate an action plan through a team approach
Role-play the feedback process

Coaching On An Ongoing Basis

Document the action plan
Follow through
Design a record-keeping form to track progress
(Sample worksheet/job aid provided)