Sales Manager as Coach

Background Situation

A medium-sized manufacturing rep firm identified that their sales managers were spending more time selling and were ignoring the vital role of coaching and mentoring staff. As more new employees were hired, this neglected aspect of the position became more important.

Content

• the 3 key roles of sales managers (strategist, communicator, coach)
• elements of coaching: inspiring, encouraging and challenging
• theories behind motivation and predicting the motives of salespeople
• conducting joint sales calls
• conducting performance improvement conversations with salespeople
• giving feedback to salespeople (motivational and corrective)
• handling employee sidetracking

Learning Process

The sr. leaders and sales managers of the organization participated in this 2-day training event. We identified approaches to coach team members. Participants practiced the skills and dialogues in “real-play” scenarios.

Length

2 days