Developing High Performing Sales Teams

In-Company Course Overview

For every sales manager, the need to get every salesperson to perform at the peak of their ability seems a vital but impossible mission. From our work in developing high performing sales teams and organisations we know that great sales coaching differentiates high performing sales teams from the average ones. Whether your challenge is to develop and motivate your best performers or your poor performers, coaching has a real role to play in the success of your team.

Participants will leave the course understanding their own coaching and learning styles, and how to identify the styles of their staff. They will have an insight into the role of coaching in managing the ‘wave’ of sales motivation. They will have enhanced their ability to grow, motivate and develop their team and increase the opportunities to delegate. Small group activities and real practice using real issues form an integral part of this highly participative course. Peer group and one-to-one tutor feedback is used to enhance the learning.

Who Should Attend

Any sales manager or sales team leader who is seeking to improve the way they coach, motivate and empower their people or who wish to develop the competence of their team whilst at the same time inspiring them to exceed what were perceived to be their personal limitations.

Course Objectives

After attending this sales training course, participants will have the ability to:

  • Improve sales performance through an effective and flexible coaching framework
  • Use field visits as coaching opportunities
  • Transform discussions into results
  • Encourage others to commit to and own targets that stretch them and transform team performance
  • Facilitate the development of others by helping them to explore effectively themselves, others and the situation, to identify the real issues
  • Consciously use the work situation as an opportunity for planned learning that motivates the individual
  • Monitor and control progress whilst encouraging everyone to develop and grow.

Course Programme

Sales Performance Management
The role of the manager
Managing sales performance from outputs to inputs
Effective process
Defining best practice
Sharing best practice(s)

Individual Performance
Right behaviours, right attitude?
The ownership profile
Establishing a review process to develop commitment
Identifying under performance

The manager as coach
Addressing behaviours
How attitudes change when under pressure
Coaching for motivation
Coaching style – ask versus tell

Defining Coaching
Coaching and its benefits
Coaching in the learning cycle
Creating conscious competence
Using coaching to build an effective training and development plan for each team member

The Context Of Coaching
The ‘wave’ of sales motivation
The importance of constructive feedback
Staying close
Giving effective feedback

The Coaching Process
Creating the right environment
Using a structure
Working on the weak areas to improve performance

Coaching Opportunities
Agreeing goals, targets and timescales
Critical success factors
The field visit – designing the “day-out” policy
Establishing the right balance
Connecting the corporate plan with the team and individual objectives

To discuss how we can help you to develop a high performing sales team through effective sales coaching or to talk through your requirements, including tailoring this course to suit your exact needs, please contact:

Claudine McClean