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Program Description: This program is intended for Marketer sales managers, Chevron Indirect BCs, and any other participants looking to develop coaching skills. This training is applicable whether participants have direct supervisory responsibility or any indirect influencing opportunity helping to strengthen the sales performance of other sales professionals.
Most sales managers juggle what seems like a never-ending list of priorities. One thing that would help nearly all sales managers to more effectively manage would be having more time … which is why when most sales managers are told to add coaching to their “To Do” list the common reply is, “I don’t have enough time to coach.” Yet what many sales managers and influencers fail to understand is that coaching doesn’t take more time — it actually frees up more time. In fact, the most effective sales managers and leaders who know how to coach have learned that sales coaching is truly the secret of sales success, resulting in improved performance of others — and themselves. Coaching is the single most important job of a sales manager.
The’s Coaching for Performance Workshop, conducted by Richardson, transforms the traditional role of a sales manager from being a boss or supervisor, to being a coach. The skills taught will also be directly applicable for Chevron BC's or BDS's in the indirect channel who may not have a direct supervisor role, but who still provide valuable sales coaching to marketer sales reps. Using a four-part Developmental Coaching Framework, participants will learn to provide more than an occasional general evaluative performance review with limited effectiveness. Instead you will learn how to offer regular developmental feedback directly linked to individual sales behaviors that can be more supportive of achieving business objectives. Using highly customized scenarios, participants practice the critical skills at the heart of Developmental Coaching which includes asking focused questions to “let them talk first” rather than simply “telling” a salesperson what to do. An effective developmental coach uses a strategic process and questioning skills to help salespeople uncover obstacles and create their own action plans to improve performance. The result is a smarter, more skilled sales team who can self-coach, and more independently meet business goals.
n Build useful and effective coaching skills that can help to drive business performance
n Increase potential to meet measurable business goals and change behaviors based on creating a discipline of “everyday coaching”
n Increase sales results and better meet business objectives by building the single most competitive skill an organization can possess
n Learn a Developmental Coaching Framework to effectively open a coaching dialogue, probe for perceptions and needs, uncover obstacles, create a solution, and close
n Promote a coaching culture that welcomes and thrives on feedback
n Reposition the value of sales managers and influencers - from administrative task masters to valued resources who “develop” vs. “tell” and foster powerful, incremental behavioral change
This program is primarily intended for Chevron Indirect BCs and marketer participants ranging from new to experienced sales managers. However it would be applicable to anyone wishing to develop improved coaching skills for working with others.
If any questions, please contact Bob Nehren - Competency Team Lead at firstname.lastname@example.org
Tuesday, February 21, 2017 - Wednesday, February 22, 2017 8:00 AM - 5:00 PMPacific Time
Hilton Garden Inn, Sacramento, California2540 Venture Oaks WaySacramento, California 95833916-568-5400
20 (16 remaining)
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