|
|
HIGH IMPACT |
|
|
|
|
Sales Coaching Lab |
|
|
| OBJECTIVE |
|
Maximise performance, developing manager-coach skills |
|
|
|
| BENEFITS |
|
Select Sales Reps (with higher ROI) to focus on |
|
|
|
|
Manage coaching sessions effectively |
|
|
|
|
Efficiently manage low performers |
|
|
|
| PARTICIPANTS |
|
Sales Managers (in group) |
|
|
|
| DURATION |
|
Smart Version - 6 half days (1 meeting a month) |
|
|
Extended Version - 6 days (1 meeting a month) |
|
|
|
|
| STEPS |
|
|
SMART |
EXTENDED |
|
| GOAL SETTING |
|
Definition of the development targets with the Client |
 |
|
|
|
Fostering Sales Managers engagement and definition of individual development goals |
|
|
|
|
Definition of the challenges Sales Managers have with their Sales Reps |
 |
|
|
|
|
|
|
| LAB |
|
Group Coaching of real cases (i.e. challenging Sales Reps) following a problem-solving process (in which each Sales Manager is supported by his colleagues, facilitated by the Coach)
|
|
|
|
|
|
Experience of a selection of Maxim tools applied to specific development goals:
|
|
|
|
|
|
ROI Matrix, defining which Sales Reps to invest in first |
|
|
|
|
Coaching Attitude, developing a coaching approach |
|
|
|
|
Coaching Pact, engaging Sales reps in the coaching process |
|
|
|
|
Coaching Flow, practicing the different stages of the coaching session |
|
|
|
|
Coaching Tools, applying different methods of training |
|
|
|
|
Coaching Check, monitoring progress on the job |
|
|
|
|
Critical Case Mgmt, managing efficiently low performers |
|
|
|
|
|
Monitoring progress after on the job implementation |
|
|
|
|
|
|
|
| RESULT CHECK |
|
Self evaluation of results |
|
|
|
|
Embedding of lessons learned |
|
|
|
|
Checking results with the Client at mid- and end-of-program |
|
|
I am sure that the brilliant sales results of my team are mainly due to the new sales and management approach I developed thanks to the Coaching I did with Maxim
SALES TEAM ALIGNMENT
