Effective sales managers and leaders make a great impact on the sales team’s performance and retention rate. They play the dual roles of coaches and mentors to motivate and provide support, reinforcement and constructive feedback to move the sales team to a higher level of performance. As coaches, they inspire, encourage and unlock a salesperson’s full potential. As mentors, they develop a salesperson’s competencies to be more efficient in executing quality sales activities for better sales results.

The end result is a supportive working culture that boosts the sales team’s confidence to overcome their challenges and optimize their sales performance to reach new levels of sales success.

Learning Outcomes

• Apply coaching to unlock the selling potentials and to boost confidence of the sales team
• Apply mentoring to develop and grow the knowledge and capabilities of the sales team
• Develop the knowledge, skills, and strategies for effective coaching and mentoring sessions
• Navigate through the stages of the coaching and mentoring process in a structured approach
• To be an effective coach and mentor that put the learning of coaching and mentoring into practice

Course Outline

• Contrast coaching and mentoring, their benefits and impact to sales success
• Learn the roles, responsibilities and expectations of sales coach and sales mentor
• Develop the characteristics and skills set of an effective coach and a mentor
• Review and plan coaching for the performance improvement of the sales team
• Review and conduct mentoring for sales team knowledge and skills development
• Understand the types of coaching and mentoring methods
• Apply coaching and metoring model to structure coaching and mentoring sessions effectively
• Practice questioning and active listening techniques for positive coaching and mentoring conversations
• Deliver performance feedback that is constructive for team motivation and behavior improvement
• Adapt communication styles that match the personality types of individual salespeople
• Apply empathy to connect with the sales team on a deeper level
• How to deploy sales enablement tools to enhance your sales coaching and mentoring

Learning Methodology

This is a practical, interactive and productive workshop in which participants learn concepts and application of strategies through

• Role playing and Skill building learning activities
• Application of case scenarios
• Group discussions and presentations
• Self/peer/facilitator assessment and debriefing

Who Should Attend

Any sales team leaders and sales managers who want to bring the salespeople from where they are to a higher level of performance.

Course Duration: 2 days; 9.00-5:00pm

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