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COACHING Selling Beyond the Product™


coachingmgrmodel_finalbOne of the core roles of a field manager is to drive the adoption of new skills, knowledge, and best practices. In Selling Beyond the Product™, sales and pre-sales professionals learn new skills and practices for engaging and influencing your customers.

How do you ensure the efficient and successful learning and adoption of these skills and practices? How do you make them “stick”? How do we make best practice our common practice?

Our experience has shown that the first level of field management is the most critical variable that determines whether or not the new learning and practices become a part of the organization’s field sales culture.

COACHING Selling Beyond the Product™ offers a comprehensive, hands-on approach to enhancing the first level-field manager’s role in improving individual performance. It provides knowledge and skills that are immediately applicable to supporting the learning of the sales person. It builds on the manager’s own expertise, instills a thorough understanding of the best practice principles of coaching and feedback, helps him or her understand the critical role of coach, and gives him or her skills and techniques to develop a team of top-performing people.

Not a generic coaching program, COACHING Selling Beyond the Productprovides skills and techniques directly relevant to driving the learning and field adoption of the foundational skills of the value-added sales process learned inSelling Beyond the Product.

When integrated with an organization’s performance management process, it further leverages your training investment as managers are then able to coach directly to the organization’s priorities.

OUTCOMES
Upon completion of the COACHING Selling Beyond the Product program, sales and pre-sales management professionals will be able to:

  • Sustain motivation for the new learning and practices through positive, relevant, and practical feedback
  • Understand the best techniques to specifically coach the key skills of a value-added sales process Enhance existing performance levels through constructive feedback
  • Communicate clear and unambiguous performance expectations
  • Use dialogue to encourage self-evaluation, self-sufficiency, and self-motivation? See themselves as “coaches” instead of managers
  • Diagnose why a person isn’t meeting expectations, and identify alternate courses of corrective action
  • Shift from a short-term focus to a long-term focus on maximizing overall performance

For more information, download a PDF of our COACHING Selling Beyond the Product program fact sheet or contact us directly.


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