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This course defines Sales Coaching and explains the benefits of coaching, helps managers plan motivational results-driven coaching visits, provides tips to conduct comprehensive pre-sales call briefings with the sales professional, explores how and why to most effectively observe sales professionals during actual client and prospect meetings, and identifies a proven process for an interactive coaching conversation.

This course benefits sales managers by providing the skills, processes, and tools to play their role as “coach” in developing the sales skills of their team members.

Course Series

This course is included in the following series:

2 CoursesSales Coaching

  1. Sales Coaching for Results
  2. Virtual Sales Coaching

Learning Objectives

  • Discover a coaching process to improve individuals’ sales performance
  • Explore methods to observe and assess sales calls
  • Discover how to reinforce and sustain selling skill improvements
Last updated/reviewed: November 30, 2017

Included In Certifications

This course is included in the following Expert Certifications:

8 CoursesPorter Henry Sales Manager Certification

  1. Sales Coaching for Results
  2. Virtual Sales Coaching
  3. Counseling for Improved Sales Performance
  4. Managing Sales Performance
  5. Optimizing the Sales Manager’s Time to Achieve Priorities – Allocating/Saving Time for Top Priorities and Efficiency
  6. Recruiting and Selecting Sales Stars
  7. Sales Leadership 1 – Creating a Sales Vision
  8. Sales Leadership 2 – Influencing and Motivating the Sales Team

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. 

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  2:38Introduction to Sales Coaching for Results
  3:22Defining Sales Coaching
  1:38Field Coaching Model
  4:36Plan the Coaching Visit
  3:17PreCall Briefing
  4:26Observe the Call
  7:52Coaching Conference and Follow-Up
CONTINUOUS PLAY
  27:50Sales Coaching for Results
SUPPORTING MATERIALS
  PDFSlides: Sales Coaching for Results
  PDFSales Coaching for Results Glossary/Index
REVIEW AND TEST
  quizReview Questions
 examFinal Exam