Sales Management and Coaching | ImpactSales
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Sales Management and Coaching

Learn best practices for coaching and managing sales behaviors that impact results. This series of courses provide managers with the skills and best practices for balancing the often multiple hats that they wear. Courses focus on coaching tools for developing your team to reach their full potential such as; defining behaviors that are critical for success, providing feedback to help your team succeed, coaching insights for developing different styles of sales professionals, promoting collaboration and teamwork and managing teams in all settings including face to face or remotely. Courses also focus on the more strategic hat that sales managers wear such as; assessing territory needs, aligning talent appropriately to support sales goals, setting and managing measurable expectations, analyzing account and market potential, designing key account strategies and managing winning negotiations.

 

Choose from our pre-designed programs or let us craft a program specific to your team. Training programs are offered via multiple methods such as train the trainer, live training, e-learning and other blended or independent learning methods. Click on the plus icons below for program descriptions.

 

If you are looking for a more comprehensive approach for sales coaching and management development, take a look at our certification programs.

MANAGING AND COACHING YOUR SALES TEAM

Define the specific actions of effective sales management and coaching – Learn best practices for coaching and supporting sales behaviors that impact results.

 

Sales skills and management skills are two different things. Sales management is different yet. Sometimes top performers in sales are promoted with good intentions. What makes you a top sales performer will not necessarily make you a top sales manager. Conversely, what makes you a top manager may not make you a top sales manager without understanding what it takes to manage a productive sales force. This course will give you the skills to manage, encourage and see exceptional results from your sales team. This module differentiates the tasks associated with managing and coaching and defines the specific consultative sales skills, knowledge and behaviors to be coached. Different coaching methods and activities are introduced.

COACHING BY STYLE

It’s not a one size fits all world. Help your sales team thrive by coaching each person based on their style, what motivates them and support needed to overcome natural gaps. Help sales team members align with customers in a way that builds trust and wins sales opportunities.

 

The ability to develop performance requires the ability to coach the behaviors that are critical for sales success.  In this workshop, we explore sales behaviors in terms of behavioral style, traits and motivation. Managers will analyze the behaviors that are conducive to their sales environments for the purposes of recruiting, aligning talent appropriately and coaching performance. Managers appreciate their specific behavioral style and how it impacts the interactions that they have with sales team members. Managers learn how to coach sales team members according to each person’s style and help sales people prepare for sales calls according to customer styles.

EFFECTIVE SALES COACHING AND PERFORMANCE FEEDBACK

When they sent a rocket to the moon, they didn’t aim for the moon, but rather where the moon would be when the rocket arrived. Help your people aim for the sales and performance goals based on where they currently are and where you and they want to be.

 

Three levels of performance are introduced with coaching methods aligned to each. Managers learn how to specifically coach top, mid and under performers. Managers learn how to give effective and timely performance feedback.

MANAGING YOUR MARKET STRATEGY AND EXECUTION

Assess territory needs, align talent appropriately, and determine territory gaps, set goals and expectations according to market development needs and priorities.

 

Managers assess territory needs, align talent appropriately, determine territory gaps, set goals and expectations according to market development needs and priorities, set group and individual sales goals and expectations, and consider reporting tools. Managers will consider various sales department structures and will gain insights for managing and coaching remote sales teams. Managers are provided with tools to analyze potential for their market and individual sales territories as well as formulas for setting goals, assigning territories and helping sales team members prioritize sales activities.

IDENTIFYING AND DEVELOPING TEAM STRENGTHS

Most sales teams have members with varied talents, knowledge, skills and motivations. Identifying and nurturing individual strengths is key. Assess the areas in which sales team members need the most support and explore the various methods for coaching and training.

 

A large part of the role of a sales manager is to nurture and develop your team. There are many variables to consider and equally as many resources. Managers will acquire a toolkit to help them determine development needs and use the most conducive approach considering many sales performance factors. This session includes skill development in running effective sales meetings for skill development purposes, delegating for development, motivating, training and managing change.

MANAGING AND COACHING KEY ACCOUNT STRATEGIES

Help your sales people set key account objectives and move strategically forward while navigating the multiple contacts, opportunities and obstacles.

 

Managers learn strategies and skills for helping sales team members navigate and plan key account strategies that appeal to all levels and contacts involved in the sale. Managers analyze growth potential in current and new accounts and help sales team members plan and implement accordingly.

PROMOTING EFFECTIVE TEAM COMMUNICATION, COLLABORATION AND CONFLICT RESOLUTION

Prepare your team to build trust and collaborate for positive outcomes.

 

This session addresses key skills to cultivate team communication, problem solving and decision making. Managers learn how to nurture an emotionally intelligent sales team, motivate team members for success and encourage positive conflict resolution.

MANAGING WINNING NEGOTIATIONS

Apply the rules of impactful negotiations to help your sales team members win more profitable sales.

 

Managers are often involved in coaching their team members through negotiations whether simple or complex. This session will teach managers how to help their team members plan for successful negotiation outcomes, concessions and strategies.

  • "I have worked with Impact Sales three times over my career, all in different positions. They are very detailed and go the extra mile to understand your entire business, in order to customize a program to meet your needs. I highly recommend them for sales and management training.”

    Kris Weigel, VP of Sales, Nanophase Technologies