sales training 6 coaching
TRANSCRIPT
Strategic Value Selling (SVS) – Coaching
A Different Perspective on Selling
Coaching MethodsProductivity
Time
Trial
and Error
Command
and Control
Strategic
Coaching
The Importance of Coaching
Coaching Sales Calls
Set up Meeting
Agree Call Objectives,
Desired Outcomes & Roles
Execute Call Plan & Observe
Behaviour
Debrief Call against Desired
Outcomes
Change Matrix for Sales Behaviour
LOWMotivation HIGH
HIGH
Ability
Tell & Show
Support, Coach,
Retrain
Motivate,
Carrot & Stick,
Procedures
Re-deploy,
Recruit
15%
35%
35%
15%
Performance Management Process
Training and
Development
Measure
Results/Observe
Behaviours
Counselling
CoachingAgree
Performance
Criteria
Recruitment
Acceptance
Resistance
Want to know more?
Consulting rates apply
Contact [email protected]
5/16/2016 Produced by Sales Guerillas 6