The Missing Link
Companies that have invested in “Coaching Excellence” training programs often fail to see behavioural changes in their sales management teams or improvements in sales performance. They have the programs, they do the training, so what went wrong?
It’s simple, without ongoing reinforcement, the learnings from coaching training sessions quickly dissipate leaving your teams back to square one.
We have developed a four step process to ensure your investment in management development pays off.
Step 1: Benchmark
Before introducing our program it is essential to determine your current sales coaching proficiency. Our proprietary Sales Coaching Assessment survey allows sales executives to better understand the level of coaching effectiveness of each of their sales managers. Learn more.
Step 2: Training Essentials
We train sales managers to achieve the 5 essential skills of high performance:
- Coaching
- Hiring
- Performance Management
- Business Acumen
- Leadership
Step 3: One-on-One Coaching
Steven is a pioneer in the area of reinforcement sales coaching. Training is reinforced over a 6-12 month period to establish permanent behavioural changes in your sales managers. We rigorously reinforce the principles learned, through utilizing real life examples, 1-on-1 coaching, group coaching and E-learning. We turn concepts learned into management practice.
Step 4: Measurement
Six month post training/coaching we redo Sales Coaching Assessment to gauge the impact of our program and make adjustments