Sales Coaching and Sales Management

Learn to Coach Your Staff for Peak Performance

Staff members come to a manager at all levels of personal and professional development. Leaders must be prepared to work with their staff throughout their careers to identify and build on strengths, enhance areas for development and create an environment where people continue to learn. This two-day workshop is designed for managers (up to 12 in a session) at all levels of experience. It is an experiential session with videotaped exercises.

Participants will learn to…

  • Prioritize areas for development that will bring their staff members the most significant increases in productivity, energy, and capacity

  • Shift between directive and discovery coaching styles to make the most of every coaching opportunity

  • Build on staff member's strengths by giving positive feedback

  • Use active listening skills—make it easy

  • Discuss problem performance and work with a staff member to implement a developmental action plan

  • Use phone conversations, voicemail and email when coaching and counseling

  • Use their coaching time effectively