<h1 class="entry-title"><span>Learning Track:</span>Sales Coach</h1>

Duration: 50 hours

Many companies have sales operations people or business consultants who have a lot of experience with the sales process. But they may not carry a direct sales quota or have sales line-management responsibility.

They can however be leveraged to provide an additional set of eyes and ears to territory, regional and key accounts sales managers. That leverage can come in the form of being able to coach sales people without their thinking being influenced by day to day knowledge of the specific sales campaign they are going to coach. Fresh eyes often see things that those close to a sale might miss.

The Total-Selling Sales Coach learning track will help develop sales performance coaches and in doing so help raise the overall productivity of the sales team. In addition to coaching deals, the Total-Selling Sales Coach learning track will help sales coaches to reinforce new learning so that the best practices discussed will be put in to practice and form part of the sales teams ‘muscle memory’.

Research shows that coaching learning can multiply it’s impact. Coaching performance, likewise, can move performance ‘up and to the right’.

This course is aimed at people who want to performance and skills coach the sales team. People such as Sales Operations, Technical Support, Non-line Managers and Product Marketing will all benefit from this course of study.

The aim of the Sales Coach learning track is to equip attendees with the skills needed to coach sales skills and sales performance.

This means being able to coach:

  • New skills as they are compeleted and later for reinforcement
  • Development of account plans
  • Sales opportunities at various stages of maturity
  • Sales challenges/obstacles as they arise

Before attendees can skills coach, they need to fully understand the skills being coach. Before they can performance coach they need to understand the sales stages and processes involved in a sale. Once that foundation has been gained, they will progress to the coaching specific content.

Courses included in this learning track:

Questioning Skills

Overview:

This module utilizes a structured questioning model to reveal the customer's pain, the impact of that pain and to help guide them towards your solution. It will help you to quickly identify what is needed to win the business and lead your customer towards the value you can deliver with your solution.

Learning Outcomes:

  • Confidently utilize structured questioning
  • Be able to constructively build anxiety around the customer’s issues to motivate action
  • Be able to lead your customers towards your offering
  • Help you to quickly identify the business impact of your customer’s pain
  • Establish credibility and gain access to a broader range of stakeholders
  • Better qualify opportunities

Who this course is for:

Those in sales who need to understand the customer’s requirements, their needs and wants more fully by asking better questions, and in doing so, align their product/service and articulate the associated value.

Benefits to you:

Gain the ability to ask the right questions and to fully understand the customer’s requirements. Determine how your product or service aligns to their needs will allow you to realize the opportunity by focusing and prioritizing your resources on the deals worth engaging in and qualify out lesser opportunities.

Benefits to your organization:

Customers expect sales people to implicitly understand their business. Asking impactful questions allows sales professionals to gain an even better understanding and by doing so, enhance the reputation of the company and at the same time, differentiating themselves and the organization from the competition.

FREE TRIAL

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WHY eLEARNING

Enabling sales people to develop and refresh their skills without leaving the field.

EVALUATE THE PLATFORM

Try us out with no-obligation trial access to most of the Total-Selling Platform

BROWSE LEARNING TRACKS:

Key Account Manager
Account Manager
Inside Sales
Field Engineer
Sales Manager
Sales Coach
Marketing
Consultant
À la carte
Executive

Here you can create the content that will be used within the module.