COACHING FOR SALES SUCCESS

How to Create the Value Added Sales Culture

A One-day Seminar Presented by Tom Reilly

Author of Value-Added Selling

Consider these facts

§ 56% of salespeople say they are not being coached the right way.

§ 57% of salespeople say they want more coaching from their sales managers.

§ Only 32% of sales managers are considered to be outstanding coaches by their salespeople.

§ A survey of 278 business executives found that the number one characteristic of effective sales managers is coaching skills.

§ 60% of salespeople say they want better coaching from their sales managers.

The purpose of this program is to help sales managers become more effective sales coaches and to build a viable sales management infrastructure that supports growth. This seminar introduces front-line sales managers to the reality that their number one job is sales coach. If salespeople report to managers, coaching their sales team is their primary responsibility. At the end of this interactive session, attendees will be able to do the following:

§ Discuss the importance of coaching salespeople;

§ Name the characteristics of effective coaches;

§ Discuss the rules for coaching salespeople;

§ Offer constructive feedback to salespeople on their performance; and

§ Discuss the motivational profiles for each of their salespeople.

This course begins with a culture-building exercise to help sales managers develop a core focus. Each module builds on the previous module, as it helps sales managers construct a value added sales management infrastructure around this core focus. By the time sales managers complete this course, they will have completed a strategic planning exercise to guide their sales organizations to success. The last module concludes with sixteen follow-up training exercises to help sales managers prepare their salespeople for the rigors of Value-Added Selling.

Itinerary

§ Introduction to the Value Added Sales Culture—a sales and operations approach to creating value for customers and profit for suppliers

§ How to get the MOST™ from your salespeople—building around your core focus

Mission
Objectives
Strategies
Tactics

§ Key elements of a value added sales management infrastructure: What does your sales management infrastructure look like?

Recruiting and selection—more than a warm body in a hot territory
Setting sales objectives—goals that inspire and motivate salespeople
Training and developing your salespeople—preparing them for immediate success and future growth
Compensating for equity—are you getting as good as you’re giving? And are you giving as good as you’re getting?
Motivating your salespeople—encouraging your salespeople to reach beyond their immediate grasp by tapping into their core of behavior
Coaching—your number one job as sales manager

§ Teamwork in a Value Added Sales Culture

§ Take-away exercises for follow-up training and development with salespeople

Benefits

Coaching for Sales Success provides sales managers with a model for building the Value Added Sales Culture. As they go through this course, they learn to think, plan, and execute strategically.

§ They learn how to translate their visions into missions.

§ They learn how to set objectives that support their mission.

§ They learn how to design strategies that support their objectives.

§ And they learn how to coach salespeople to execute tactically their company’s business strategies.

Seminar attendees receive a content-rich training manual, including follow-up training exercises to use with their salespeople, and a copy of Tom Reilly’s new book COACHING FOR SALES SUCCESS: How to Create the Value Added Sales Culture (Motivation Press, 2004). This seminar is held at Tom Reilly’s training center in the St. Louis, Missouri, suburb of Chesterfield. The fee for this one-day seminar is $500 USD per participant. Fee includes refreshment breaks and lunch. The seminar is held from 8:30 am until 4:30 pm. Seating is limited to 24 attendees. Contact us for hotel information.

Call for Dates

For additional information on this seminar, contact us at 636.537.3360

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TOM REILLY TRAINING

171 Chesterfield Industrial Boulevard, Chesterfield Missouri 63005