Growing Sales Through Effective Coaching »
Print friendly
| Speaker | Geoff Wake, Training Consultant |
|
Learn how to get the best from your sales representatives with a practical presentation on the coaching dynamic within your Sales Management role. In-field coaching can have a major impact on your sales reps' behaviour and performance. And it has the potential to deliver outcomes many sales managers strive for. In-field coaching involves a number of skills and actions and Geoff will show you how to: · Manage Sales Performance (an overview) · Set Performance Agreements · Monitor Performance In-Field · Make Observations not Judgements · Give Feedback that Inspires So don't put off coaching your team! Come along and learn successful tactics to achieve change! Geoff Wake has a diverse background in many industries with a focus on sales, relationship building, customer service, management and business development. He's a dynamic presenter, exceptional communicator, and his innovative, creative style and warm sense of humour will ensure you go away with skills that are highly transferable on the job. What Members Had to Say ... Are you focusing on the right side of the equation? How often do we focus on dissecting the results of last month's sales rather than proactively focusing at the outset on those aspects that will have a positive effect on the results? Quite often - given some of the responses from members who attended July's Sales Breakfast. Geoffrey Wake's dynamic coaching prowess shone through in a very motivating and informative presentation. If you 'inspect what you expect' and provide observational rather than judgmental feedback, your effectiveness will increase as the sales coach and so, too, should the revenue! It's a simple equation of positive inputs equal positive outputs. The old cause and effect scenario. Understanding what performance really means to both the sales professional and the sales coach is the key to attaining a positive result. Both parties must agree at the outset what is expected. As coach, you must monitor their performance and be out in the field regularly with them. This not only reaffirms the process, but also provides qualitative feedback about what's happening. Review the results regularly with the individual members - there should be no surprises. And continually plan! These steps, together with providing truly objective feedback, will greatly assist in the motivation and results of your sales team. - Sandy Cummins, Special Projects Manager, Premier Print Services | |