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HIGH IMPACT |
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Sales Coaching Lab |
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| OBJECTIVE |
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Maximise performance, developing manager-coach skills |
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| BENEFITS |
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Select Sales Reps (with higher ROI) to focus on |
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Manage coaching sessions effectively |
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Efficiently manage low performers |
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| PARTICIPANTS |
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Sales Managers (in group) |
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| DURATION |
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Smart Version - 6 half days (1 meeting a month) |
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Extended Version - 6 days (1 meeting a month) |
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| STEPS |
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SMART |
EXTENDED |
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| GOAL SETTING |
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Definition of the development targets with the Client |
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Fostering Sales Managers engagement and definition of individual development goals |
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Definition of the challenges Sales Managers have with their Sales Reps |
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| LAB |
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Group Coaching of real cases (i.e. challenging Sales Reps) following a problem-solving process (in which each Sales Manager is supported by his colleagues, facilitated by the Coach) |
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Experience of a selection of Maxim tools applied to specific development goals:
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ROI Matrix, defining which Sales Reps to invest in first |
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Coaching Attitude, developing a coaching approach |
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Coaching Pact, engaging Sales reps in the coaching process |
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Coaching Flow, practicing the different stages of the coaching session |
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Coaching Tools, applying different methods of training |
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Coaching Check, monitoring progress on the job |
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Critical Case Mgmt, managing efficiently low performers |
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Monitoring progress after on the job implementation |
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| RESULT CHECK |
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Self evaluation of results |
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Embedding of lessons learned |
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Checking results with the Client at mid- and end-of-program |
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I am sure that the brilliant sales results of my team are mainly due to the new sales and management approach I developed thanks to the Coaching I did with Maxim
SALES TEAM ALIGNMENT
