Our Coaching and Leading an Inside Sales Team course teaches managers to help their reps sell and qualify leads faster and more efficiently. You already know that our Inside Sales courses teach everything from overcoming sales objections to closing skills to negotiation training. What's the best way to reinforce what your team has learned, so they'll consistently increase their sales performance? Our management training course shows how ongoing and frequent reinforcement of sales skills training is the best way to increase sales. For optimum team communication, we'll teach your inside sales management team to coach the reps, which consistently reinforces our telesales skill training with inside sales management as well. This sales leadership training course ensures that best sales practices are used and encouraged.
This course teaches your managers and leads to effectively coach their team members in a supportive, non-coercive way. Fact is, the most effective way for coaching to succeed is to make the coaching session so much fun, that the rep will want to be coached, again and again.
Managing and Coaching must be viewed as educative, rather than a punitive processes, and that's the objective of this course: to teach your managers how to coach in an effective, non-threatening way, that will produce greater sales successes on the part of your reps, in a time and cost-effective fashion.
The Coaching and Leading an Inside Sales Team course curriculum consists of the following modules:
Leadership Basics
- Delegation and Accountability
Organizational and Communication Skills
- Conflict management
- Delegating tasks and establishing accountability
- Developing Key Performance Indicators (KPI) and Employee Performance Appraisals
- Effective management of an inside/telesales environment
- Essential management communication skills
- Managing difficult but talented reps
- Managing upward: better communication with upper management
Interviewing and hiring Best Practices
- Interviewing, hiring, and retaining inside sales people
Best practices for training and coaching your telesales team
- Adult learning theory basics for more effective communication
- Coaching techniques overview
- Conducting pipeline reviews, one-on-ones, and lunch & learn sessions
- Training through lunch & learn and role-playing sessions
Time Management Essentials
- Organizing your Day (Time Management)
Coaching Workshop: In this module, we'll introduce 80 discrete performance elements that may occur during a given telephone call, and discuss an easy way to identify them. We'll provide your managers with a checklist that they'll be able to use when coaching, and will conduct a workshop in which managers will use the list to chart calls.
After the class: Depending on how your inside sales people are making outbound or talking inbound calls right now, we may be able to reinforce the curriculum portion of the class by coaching your managers and team members during actual calls, then debriefing with your managers after the calls, to discuss the coaching concepts utilized during each call. Please discuss this extra option with us.
The result: Your managers will be well on their way to becoming successful coaches, providing your company with immediate productivity gains on the part of your sales reps, leading to accelerating the profit picture.
Contact Geoff now to ask questions or schedule a class.