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Blended Programme - Content and Learning Mechanisms
We have designed a programme that will really make a difference, both as a mindset and a process. It gets to the heart of what coaching is and how it can be applied within a sales environment. So, it's highly focused.
The programme is supported by a coaching model which has been widely used for the last decade - the GROW model (John Whitmore).
This model takes you through the stages of a coaching process - establishing the GOAL of the coaching, focusing on the current REALITY, exploring OPTIONS and ending with establishing the WILL to do it in the coachee.
The programme will ensure that the confidence and competence levels of any sales manager who attends will soar. It is designed to give everyone maximum opportunity to practise coaching skills in 2's and 3's to help participants build on their natural strengths and also covers all the key information about coaching.
Contents
- What is coaching? - the 4 pillars of coaching
- How coaching improves awareness and fosters responsibility
- What is the purpose of coaching in business and sales?
- Combining the role of sales manager and coach
- Key characteristics of an effective sales coach
- The coaching sales call - what are the rules and guidelines?
- The kerb side conference - and how to wrap up a day
- Coaching as a remote sales manager
- How to give Feedback - the sandwich, praise, reward and recognition
- Some key skills - including Listening, Questioning, building and maintaining rapport, setting targets and goals
- The importance of demonstration
- The joint sales call
- How to give evaluative feedback which will be a platform for development
- How to plan coaching
- How coaching can support training
A Blended Programme
Blended because it will combine a number of elements to guarantee success:
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