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Coaching Sales People for Better Performance

Date: October 22, 2019
Time: 1:30pm-5:30pm
Venue: St. Giles Hotel, Makati

This seminar was designed to develop the coaching skills sales leaders within the context of effective sales performance management. Coaching is not easy, and is not applicable to all salespeople and in all situations. This program focuses on helping the sales leaders to know when and how to apply coaching so that there are clear deliverables attained as a result.
It is a fact that the sales leaders cannot be expected to be there to help their sales people at all times. Coaching develops the skills of the salespeople to be increasingly self-responsible and self-directed in performing their jobs properly.
It aids in the progression of sales professionals from order-takers to self-managing team players. This in turn would assure the sales leaders that their teams are not stagnating and always dependent on them to provide all the solutions to their sales problems.
Module 1:  Coaching and Caddying your Sales People
A.  Understanding the Harmful Thoughts and Attitudes of Sales People
     1.  The Blame Game
     2.  The Self-limiting Belief
     3.  The Excuse Finder
     4.  The Selling Myopia Syndrome
     5.  The Sales Reluctance Mindset
B.  Understanding the Coaching Difference
     1.  The Impact of Supervision and Coaching: A Comparison
     2.  The Difference between Training and Coaching
     3.  Specifying the Problems Affecting Sales People
          a.  Knowledge Issues
          b.  Skills Issues
          c.  Motivational Issues
          d.  Resource Issues 
     4.  Matching the Right Performance Intervention to the Problem
     5.  Types of Coaching Methods
          a.  Quick Coaching
          b.  Observation Coaching
          c.  Partner or Peer Coaching 
     6.  Steps to conducting Coaching Conversations
C.  Promoting Learning in your Sales Organization
     1.  Analyzing if Coaching is the Right Solution
          a.  Checking your People’s Skills and Competency Level
          b.  Who are the “best” types of people to coach?
          c.  Specifying the People to Coach
          d.  Selecting the “best” coach for the People concerned
     2.  Assessing your Capabilities as Coach
          a.  The Qualities of a Good Coach
          b.  When and When not to Coach
          c.  Life as a Sales Coach: A Reality Check 
     3.  Checking the Appropriateness of the Coaching Environment
          a.  Situational Assessment
          b.  Leadership Styles and Coaching Styles Alignment
          c.  Why some Coaching Interventions Fail 
     4.  The Coaching/Mentoring Framework
     5.  The Coaching Contract

Module 2:  Managing the Evolution of Sales People: From Order Taker to Self-Managing Team Players
A.  The Need for Evolution in your People
     1.  Sparking Ambition in Your People (Source: The Arc of Ambition by James Champy)
          a.  Ascending the Arc
          b.  Finding the Balance
          c.  Passing on the Torch 
    2.  The Four Types of Learners you will Encounter
         a.  The Passionate Beginner
         b.  The Disappointed Beginner
         c.  The Reluctant Learner
         d.  The Skilled Professional
B.  The Stages of Evolution of Sales Teams
     1.  Team Forming
     2.  Team Storming
     3.  Team Norming
     4.  Team Performing
     5.  Team Celebrating
     6.  Team Adjourning
     7.  Planning your Next Step Actions
C.  Harnessing the Power of Teamwork
     1.  Analyzing the Barriers to Teamwork
          a.  Differences in Personality
          b.  Hasty Assumptions
          c.  Unclear Expectations
          d.  Lack of Trust
          e.  Lack of Effective Communication 
     2.  The Classic Recipe for Solving Team Problems
          a.  Effective Communication
          b.  Trust Building 
          c.  Empathy
          d.  Respect for Each Team Member

D.  Preventing the Sales Talent “Black Hole”
     1.  Providing Equal Growth Opportunities to People
     2.  Managing the Process of Succession within the Team
     3.  Preventing the “Vacuum Effect” when Skilled Salespeople Leave
     4.  Treating the Development of your People as an Opportunity and not as an Obligation

Rates and Terms of Conditions:

1. The Preferential Rate of P1, 699+VAT per participant, per seminar rate will be applied for reservations paid within the assigned due date (SYSTEM GENERATED).

2. The Regular Rate of P1, 999+VAT per participant, per seminar rate will be applied if payment is beyond the assigned due date and P2, 499+VAT per participant, per seminar will be applied for on-site payments. 

[ Seminar Fee includes snacks, materials and certificate of completion ]

Duration: Half-Day

Rate: P1,699

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