This program is designed to support Sales Leaders in coaching their salespeople in the practice of Situational Selling. It is a hands-on, practical Program focused on effective leadership techniques that address the challenges faced by salespeople today. Sales Leaders play a key role in bringing Situational Selling to life for their salespeople; the long-term impact of that program’s learning components requires continuous internal reinforcement. Managing & Coaching the Situational Salesperson provides Sales Leaders with tools and techniques to ensure the continued application of the entire team’s learning.
Program Objectives
To expand understanding of the key concepts of Situational Selling
To provide coaching techniques that will help directors support their salespeople in the practice of Situational Selling
To develop specific sales management tools that can be used within your organization’s existing sales systems and procedures
To help build a strong selling culture within your organization
To enhance self-awareness and understanding of personal growth and change
Topics Covered
The sales leader as Coach
Coaching a winning attitude
Setting the team up for success
Goal-setting techniques for the team and its members
Taking risks while adhering to values
Sales call observation and debriefing
Giving constructive feedback
Performance planning and review
Conducting productive sales meetings
Program Format:
Pre-training research is conducted to develop management tools in sync with the organization’s existing standards and procedures
Two-and-a-half day Program is facilitator-led with emphasis on experiential exercises, group discussions, role plays and case studies
Target audience : Managers and Directors of salespeople who have participated in a previous Situational Selling Program
"Having applied the skills and attitudes during this course to better manage and coach my team on our core sales program, Situational Selling, will be of great value to me, my team and our customers. I now have the tools to take back and reinforce and measure all of my sellers who come through this workshop…thank you!"
