In-the-Moment Sales Coaching
The In-the-Moment Sales Coaching program is open to anyone who manages, supervises, observes sales teams, or is responsible for sales performance—whether or not they have prior coaching training.
Benefits After the In-the-Moment Sales Coaching Program
- Awareness
- Performance
- Development
- Increase in sales
- Productivity
In-the-Moment Sales Coaching Program
In this two-day program, sales coaching skills focused on developing sales competencies during sales conversations/meetings are addressed through the use of fundamental coaching skills. After observing sales meetings, participants learn how to conduct coaching conversations that enable the salesperson to recognize behaviors that contribute to sales as well as those that hinder sales, and how to transform this into a systematic teaching approach. This process is internalized through coaching skills. The program also provides a perspective within the framework of Immediate / Timely / Moment-by-Moment coaching for short-term coaching applications.
Purpose of the In-the-Moment Sales Coaching Training Program
- To be able to observe opportunities and development points while teams are selling and/or performing their work, by focusing on the moment
- To acquire skills that enable individuals to recognize their strengths and development areas through a coaching stance
- To transform post-sales coaching conversations into tools for learning and motivation
- To provide feedback to team members in the most appropriate way
- To conduct short, in-the-moment coaching conversations, as opposed to only planned coaching sessions
Who Can Participate in the In-the-Moment Sales Coaching Training Program
- Sales team managers
- Those who supervise sales and salespeople
- Those who observe sales and salespeople
- Those who provide feedback to salespeople
- Anyone who wants to increase salespeople’s performance
Benefits of the In-the-Moment Sales Coaching Training Program
- A new perspective on the identity of a Sales Coach
- Transitions between Mentoring – Managing – Coaching concepts
- A managerial stance that enables awareness rather than telling
- Deep awareness of team members’ development areas in a short time
- Practical and immediately applicable methods
- Increased performance and sales
- Time savings
- Teams that produce solutions rather than bringing problems
- Alignment of team members with a coaching stance
- Increased efficiency of planned coaching sessions
- Creating a learning environment with continuously developing and empowering managers
Method of the In-the-Moment Sales Coaching Training Program
The In-the-Moment Sales Coaching program is delivered as a classroom training. This learning-focused training enables participants to become familiar with concepts and core competencies that allow them to understand themselves as a “system.” The training is participatory and experiential; participants also learn from one another and progress through the program with new awareness, tools, and skills that they can apply immediately.
Content of the In-the-Moment Sales Coaching Training Program
- Immediate / Timely / Moment-by-Moment sales management
- The concept of mindset
- ASK skills
- Observation
- Ideal sales process (the company’s sales steps)
- Questioning
- Levels of listening
- Feedback
- Designing action plans
- Action follow-up system
- Emergency question toolkit
- Focus framework
- Non-face-to-face In-the-Moment Sales Coaching
