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Coaching for Sales Effectiveness™
Coach to Develop and Reinforce Strong Selling Skills
 Overview
Coaching for Sales Effectiveness, from Huthwaite, creators of SPIN® Selling, teaches front line sales managers the skills to coach and reinforce learning and effective selling behaviors. They learn the barriers and traps to effective coaching, and how to use simple planning tools to significantly improve individual and team selling.
Key Results
Organizations that have implemented Coaching for Sales Effectiveness typically see:
- Increased sales
- Improved sales team competence and morale
- More rapid advancement of the sales cycle
- Better sales plans and projections
- Higher scores on Sales Inventory assessments
Critical Applications
Coaching for Sales Effectiveness has the potential for immediate impact. Sales managers can apply the skills and knowledge gained in the program to:
- Conduct follow-up coaching to reinforce behaviors
- Establish individual coaching plans for members of the sales team that will get the most benefit from coaching
- Provide feedback in a way that motivates and leads to positive change
- Coach their staffs to develop exceptional individual selling skills
- Optimize coaching time by erasing doubts about when to coach versus when to sell
- Recognize and encourage specific behaviors that correlate with overall success, rather than relying solely on quotas to measure performance
Learning Outcomes
Participants in Coaching for Sales Effectiveness will develop the ability to:
- Overcome coaching phobias and build team support for coaching and skill improvement
- Identify members of the sales team who will most benefit from coaching
- Understand and use a variety of sales planning tools
- Provide effective coaching
- Help salespeople use the SPIN® Selling model effectively
- Aid salespeople in planning calls that advance sales cycles
Program Description
Coaching for Sales Effectiveness is a hands-on workshop for sales managers. It is one component of the comprehensive SPIN® Selling sales performance system, which includes:
- Making Major Sales®—a two-day workshop for sales professionals, customized to focus on fundamental call planning and call execution skill development
- Extended Learning Program™—an easy-to-use tool kit to ensure skills are developed beyond the training program. Includes assessment and performance planning, and the drivers for content-rich activities, application workshops, and reference materials for sales professionals and managers.
- Sales Inventory™—a validated skills assessment tool that provides quantitative measurement of skill proficiency and drives reinforcement activitie
The program uses real world selling experiences as a framework for integrating process and discipline into sales coaching.
Implementation/Customization
Coaching for Sales Effectiveness is an interactive workshop that is completed in approximately four hours. It can be run for groups as small as three and as large as twenty. The program is implemented in five main parts:
- Skills Coaching
- Coaching Role Play
- Strategy Coaching
- Who to Coach
- When to Coach
When implemented using The Advantage Way methodology, sales managers will attend the program focused on obtaining specific results, leading to greater learning transfer and increased leverage of results.
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Learn more from the book, Managing Major Sales: Practical Strategies for Improving Sales Effectiveness, by Huthwaite founder Neil Rackham.
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>Printable PDF
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