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Huthwaite’s Coaching for Sales Effectiveness workshop is based on the fundamental principle that coaching is essential to optimising sales force productivity. The workshop helps companies achieve systematic skill improvement through manager involvement as coaches.
Who should attend
The Coaching for Sales Effectiveness workshop is for sales managers and executives at companies that are struggling to develop the skills of their sales force and are not achieving visible returns on their training investments.
Coaching for Sales Effectiveness also helps companies that are finding it increasingly difficult to combat the problems of career stagnation and turnover among top performers.
A prerequisite for attending this workshop is completion of a Huthwaite SPIN Selling Workshop.
What they will learn
Program participants will learn how to:
- Use researched coaching models to interact with sales professionals in a way that reinforces the desired selling standards
- Avoid barriers and traps that hinder coaching efforts and undermine sales goals
- Optimise coaching time by erasing doubts about when to coach versus when to sell
- Aid salespeople in planning calls that achieve positive, bottom-line results
- Recognise and encourage specific behaviours that correlate with overall success
- Establish coaching priorities rather than rely on quotas to measure performance by identifying members of the sales team who will most benefit from coaching
At the end of the program
Participants in the Coaching for Sales Effectiveness workshop will be able to:
- Overcome coaching fears and create receptivity to coaching
- Build team support for coaching and skill improvement
- Provide feedback in a way that motivates and leads to positive change
- Help salespeople plan their objectives before a call
- Watch salespeople and collect relevant information during a call
- Use data after a call to determine what coaching is needed
- Enhance the ability of sellers to better understand their customers’ business issues
- Implement individual coaching plans as well as organisation-wide performance goals
Training design
The Coaching for Sales Effectiveness workshop is based on Huthwaite’s field-tested coaching models. By engaging in a series of exercises and receiving objective feedback from others in the class, participants will begin to develop coaching skills while in the classroom.
WORKSHOP SCHEDULE:
REGISTRATION:
MORE INFORMATION:
From Singapore / South East Asia call Dickson Barnhoorn on +65 6733 6353 or by email here.
INVESTMENT:
Singapore Workshops:
Coaching for Sales Effectiveness Workshop (1 day) S $1,650 + GST
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