Sales Coaching

Course details

How do you create a sales team that knows how to engage prospects, differentiate from competitors, and continuously win new business, without needing to hold their hand every minute? You coach them. You can become a force multiplier for your sales team.

In this course, best-selling author of Selling with Noble Purpose Lisa Earle McLeod differentiates between traditional sales management and true sales coaching. She covers why sales coaching drives seller behavior, when to ask questions (versus when to give feedback), and how to flex as a sales leader, knowing you have *a lot* on your plate in addition to playing the role of coach.

This course also includes common coaching scenarios, like what to say right before a rep makes a sales call and how to debrief a call that didn't go so well. Learn how to drive lasting results with your sales team, even from a Zoom call.

Concepts

0. Introduction

01 - A foundation of successful sales

1. Introduction to Sales Coaching

02 - Introduction to sales coaching
03 - How coaching drives sales
04 - What makes a good coach

2. Your Role as Coach

05 - What sales coaching is and what it's not
06 - Three types of coaching calls
07 - Why coaching might require losing a sale
08 - Multi-generational sales coaching
09 - Who to coach and who not to coach

3. Critical Sales Coaching Moments

10 - Planning in advance
11 - 10 minutes before a call
12 - 10 seconds before a call
13 - During a difficult call
14 - Debriefing after a loss
15 - Debriefing after a big win

4. Joint Calls with Your Reps

16 - How to position yourself with the customer
17 - What to do when the customer ignores your rep
18 - How to handle abusive customers

5. Typical Coaching Scenarios

19 - How to improve prospecting
20 - Create killer presentations and proposals
21 - How to deal with stalled sales processes
22 - What to do when your rep always wants price concessions
23 - Why you can't motivate people

Sales Coaching

Authors

Lisa Earle McLeod