Course curriculum

  • 1

    Introduction to Sales Coaching

    • What is Sales Coaching?

    • The Business Case

    • Behaviours of a Great Coach

    • What's Next?
  • 2

    How to Coach: Account Review

    • Introduction

    • Coaching Scenario 1: Resistance to Coaching

    • Coaching Scenario 2: Resistance to Coaching

    • Effective and Challenging Questioning

    • Goal Setting
  • 3

    How to Coach: Opportunity Review

    • Introduction

    • Coaching Scenario 1: Opportunity Review

    • How to Coach: Preparing to Coach

    • How to Coach: Ask v Tell

    • How to Coach: Commitment to Action
  • 4

    How to Coach: Pipeline Review

    • Introduction

    • How to Coach: The link between sales behaviours and sales KPIs

    • How to Coach: Using consistent and challenging questioning

    • How to Coach: Getting Action and Commitment
  • 5

    How to Coach the Perfect Pitch

    • Introduction

    • How to Coach: Observation and Feedback

    • How to Coach: Coaching for Performance