Our philosophy has always subscribed to the notion
that ongoing, frequent, reinforcement of sales skills is the best
way for a company to ensure best performance. Most training companies
that provide ongoing coaching want you to pay them ad infinitum
to return and coach their team members. We'll do it too, but we
think it's more cost effective for you to use your inside sales
management team to coach the reps, which reinforces the skillset
with management as well.
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.
Coaching must be viewed as an educative, rather than a punitive
process, 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 successes on the part of your reps, in a
time and cost-effective fashion.
The course curriculum consists of the following modules:
Communication Skills for Management: Verbal, non-verbal,
and written modes of communication will be discussed to highlight
the strengths and weaknesses of each in a management setting.
As part of this module, we will discuss applying these skills
to manage conflicts between management and employees, as well
as between employees themselves.
Adult Learning Theory: Adults learn differently than
children, and it's important for managers to understand how
adults like to learn. Understanding adult learning theory will
assist managers in producing better output from their teams
on a daily basis, and will help them to be more effective in
conducting "one-on-one" corrective discussions with
employees as well.
Hiring and Retaining Inside Salespeople: Interviewing
methods will be presented, and we will provide a checklist useful
for identifying skillsets. We will discuss current workplace
issues such as discrimination and gender specificity, and ethical
issues such as delivering criticism, praise, discipline, keeping
one-on-one dates, etc.
Monitoring, Coaching, and Reinforcement: Coaching and
Reinforcing are elements essential to placing into long term
memory the techniques learned by participants in Inside Sales
training programs. We will discuss better ways for management
to conduct these important elements.
Guidelines for Role Play: We have seen effective and
less-than-effective ways of conducting role playing for Inside
Salespeople; we will discuss methods of role playing, and assist
management in designing a role playing scenario for use by their
team.
Coaching Workshop: In this module, we'll introduce 80
discrete 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: We'll 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.
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. Additionally, your
return-on-investment for the original Accelerating the Sales
Cycle course will be increased.
Pre-requisites for attendees: attendance at ourAccelerating the Sales Cycle course
Duration of the class: One day of classroom curriculum,
plus up to two hours live coaching with each manager attending
the class.
Size of the class: limited to four managers.
Pricing: please call us
for details. Final pricing will be provided in a formal proposal.
