Sales Coaching
 

In order for companies to not only gain buy-in to a process, but also to effectively execute the process, managers need to have the ability to coach their sales teams. By guiding and coaching our teams, we can truly give them the skills, knowledge, and tools they need to be successful and to make the company successful.

The Chapman Group has an extensive track record of providing sales coaching to our clients. The Chapman Group has developed two programs that have given managers the skills and the techniques they need to successfully coach their sales team to achieving results.

 

Sales Management Development (Sales Manager 101™)

Sales Manager 101™ is a program designed to provide new sales managers the process, skills, and techniques to optimize their team’s sales performance. Sales managers will learn their roles and responsibilities, design performance skills and improvement models, and understand how to facilitate the continuing career development of team members. .Managers will learn how to design and implement a sales process, build sales teams, set performance targets, and manage results and key performance indicators. Managers will leave this program with the skills and techniques to establish sales processes, enhance team performance, and increase managerial competency.    

 

The objectives of Sales Manager 101™ include:

 

     • Know the sales manager’s role and responsibilities

 

     • Design performance skills and improvement models

 

     • Continue career development of team member

 

     • Skill development of effective sales processes

 

These objectives will be accomplished by going through a series of exercises, role plays and case studies that will enable participants to understand the:

 

     • Focused sales management techniques

 

     • Sales management process

 

     • Principles of building a team

 

     • How to’s of setting performance targets

 

     • Foundation of managing results – team performance

 

     • How to manage key performance indicators (KPI’s)

 

As a result, upon the completion of the 3 day workshop, participants will possess the skills and have learned the processes to:

 

     • Establish sales management skills and processes

 

     • Enhance team performance

 

     • Increase level of management competency

 

     • Implement a positive manager development tracking

 

     • Effectively plan

 

Professional Sales Coaching (PSC™)

The Chapman Group’s Professional Sales Coaching (PSC™) program enables sales managers to learn and integrate leadership qualities, management skills, and coaching techniques into one on-going “coaching continuum”. Specific modules focus on how to observe, set goals, motivate, appraise, train, develop, and effectively communicate. Sales managers will learn from the best by studying the best practices of successful leaders, managers, and coaches.

 

Participants will learn the value of being effective leaders, managers and sales coaches. The Chapman Group will provide sales managers with the processes and techniques needed to improve sales performance beyond traditional number management. The program will also provide models, templates and action plans to incorporate into participant’s daily sales coaching process. This 2-3 day workshop will provide participants with innovative concepts they can employ with their sales teams to dramatically improve sales efficiency, and effectiveness.  

 

The objectives of PSC™ include:

 

     • Become aware of qualities and characteristics of effective leaders

 

     • Enhance employee “real” value

 

     • Raise employee performance levels

 

     • Alignment of personal and corporate goals

 

These objectives will be accomplished by going through a series of exercises, role plays and case studies that will enable participants to understand the:

 

     • “7” characteristics of effective leaders

 

     • Coach’s role, focus, skills, plan, and responsibilities

 

     • Applications of coaching techniques

 

As a result, upon the completion of the 3 day workshop, participants will possess the skills and have learned the processes to:

 

     • Develop team and team member improvement plans

 

     • Maximize return on “people” investment

 

     • Develop a management approach focused on people as well as results