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Performance coaching develops sales people’s capabilities, improves effectiveness and helps them achieve better results. It also encourages ownership and responsibility, leading to staff being happier, empowered and more motivated. This stimulating and interactive course will build on participants’ existing coaching skills and enable them to acquire a solid understanding of the psychology and practice of effective sales coaching.

Sales managers will discover when to use coaching and when not to, how to take and make opportunities to have coaching conversations, the right and wrong way to ask questions, how to structure a coaching conversation and how to coach in formal situations such as one-to-ones and appraisals. They will acquire techniques for raising people’s awareness of how they can build their pipeline, manage churn and achieve their targets. They will leave with lots of tools and techniques they can use immediately.

Learning objectives

By the end of the session participants will:

  • Understand what coaching is and isn’t
  • Recognise the value of using a coaching style daily
  • Have enhanced their questioning and listening skills
  • Know how to take a coaching approach when giving feedback and in motivating people
  • Learn how to use the GROW model of coaching
Coaching for Sales

Coaching for Sales Performance

is available as

Tailoring our design for you

This outline provides a great flavour of the skills and knowledge your people will benefit from by attending any Speak First training or coaching on this topic – whether standard, tailored or bespoke.

Here’s how Speak First can make the training even more relevant for you and your people:

Tailored Design

Tailored design develops existing content and enhances it with relevant case studies, role-plays and more to make the learning even more effective for your people

Bespoke Design

Working in partnership with you, we develop bespoke solutions that incorporate this, and other topics, to create custom solutions for your organisation’s specific needs

Sample Participant Journey

All our training and coaching can be booked as a one-off course or session where your people will leave with the confidence, tools and skills needed to put their learning into practice Many of our clients work with us to reinforce this learning, while following the 70:20:10 framework, with 1:1 coaching, virtual webinars and learning bites to embed the learning and make it sustainable Here’s a sample of how that journey could look for your people:

Participant needs identified
Line managers briefed on learning programme
Attend face-to-face training course
Workplace activities and line manager coaching
Participate in virtual webinar
Workplace activities and line manager coaching
Individual 1:1 telephone coaching
Follow-up activities and/or action learning

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