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If you are like most sales managers and sales leaders, you are very challenged finding time to travel and field coach. According to a recent study, sales managers spend less than 10% coaching in the field, hardly enough time or frequency to improve sales skills and change behavior for a sales team.

Frequency of coaching is the key to successful reinforcement and a “must” if skills are to be sustained. That’s where Virtual Sales Coaching comes in, enabling the manager to coach from anywhere, dramatically increasing coaching frequency, and reducing costly travel time.  

This course provides a full virtual coaching process, when and how to use virtual sales coaching, the proper cadence and frequency, capitalizing on phone and email, how field and virtual coaching complement each other, and most important: getting timely, accurate, objective feedback from the salesperson prior to coaching.  

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 virtual coaching process to improve  individuals’ sales performance  results, and accelerate contact frequency
  • Explore new methods to get accurate feedback on sales calls to be coached 
  • Discover how to reinforce/sustain sales skill improvements from anywhere
Last updated/reviewed: January 10, 2018

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. However, it is recommended to take the other courses in the series prior and after completing this one.

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
  2:41Introduction to Virtual Sales Coaching
Virtual Sales Coaching
  6:08Sales Coaching Definition, Benefits, and Dynamic
  5:376 Step Virtual Sales Coaching and Checklist
  5:00Pre-Call Phone Coaching, Post-Call Analysis and Coaching Guide
  10:40Virtual Post-Call Coaching Conference
CONCLUSION
  7:01Conclusion
CONTINUOUS PLAY
  37:08Virtual Sales Coaching
SUPPORTING MATERIALS
  PDFSlides Virtual Sales Coaching
  PDFVirtual Sales Coaching Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM