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Build a High-Performing Salesforce with Effective Sales Leadership
The sales function is a key source of competitive advantage for organizations—there’s no place where competition is more intense. Having a highly effective salesforce and a consistent developmental approach to sales management are absolute necessities. The ability of sales managers to develop their salespeople has a significant impact on sales team success and revenue results. Consequently, the development of sales managers is a critical success factor for enhanced sales productivity.
Who can Take Advantage of This Program?
This program is ideal for Sales managers, team leaders, and organizations looking to develop a high-performing salesforce through effective coaching and leadership.
Coaching the Counselor Salesperson™ Approach
Coaching the Counselor Salesperson™ provides sales managers with the skills they need to ensure the ongoing success and development of the salesperson. This capability: Provides an understanding of Wilson Learning’s The Counselor Salesperson™ concepts and principles. Offers managers a coaching process—The ABCs of Coaching—that includes a feedback framework (coaching conversations) for developing a team of top-performing salespeople. Provides managers with practice and experience coaching to real-life sales situations. Used in conjunction with The Counselor Salesperson™, Coaching the Counselor Salesperson™ creates a high-performance sales system.
Results you can Achieve
Coaching the Counselor Salesperson™ helps sales leaders understand the importance of and their role in coaching—specifically, Coaching to The Counselor Salesperson™ skills. They see how they can impact performance through their efforts. Coaching the Counselor Salesperson™ provides the skills and tools they need to coach their salespeople, which will improve and stretch the performance of their entire sales team.
18%
Revenue increase attributed to training.
26%
Increase in their productivity.
92%
Of sales reinforcement activities included coaching feedback and support.
Results you can Achieve
Coaching the Counselor Salesperson™ helps sales leaders understand the importance of and their role in coaching—specifically, Coaching to The Counselor Salesperson™ skills. They see how they can impact performance through their efforts. Coaching the Counselor Salesperson™ provides the skills and tools they need to coach their salespeople, which will improve and stretch the performance of their entire sales team.
18%
Revenue increase attributed to training.
26%
Increase in their productivity.
92%
Of sales reinforcement activities included coaching feedback and support.
The Performance Improvement Journey
Learning must be transferred to day-to-day work practices. To achieve this, Coaching the Counselor Salesperson™ includes components and activities that enhance Participant Readiness, Learning Transfer, and Organizational Alignment.
Enabling Improved Performance
The Coaching the Counselor Salesperson™ program features various applications and support tools. These additional learning components—tools for communicating expectations, observing behaviors, coaching guides, etc.—ensure that sales managers can hone newly acquired coaching skills and behaviors upon returning to work.
To discover how we ensure learning is reinforced and applied for improved performance, read more about our Learning Journeys.
Track, Measure, and Maximize Sales Performance
Organizations that implement the Coaching the Counselor Salesperson™ program also have access to measurement and impact evaluation tools. Wilson Learning will partner with your organization to measure the initial behavioral changes and business results. We will work with you to set up evaluation systems that help improve outcomes and sustain the momentum of your implementation.
To learn more about measuring the impact of learning, visit Measurement.
Training Formats to Fit Your Needs
A range of delivery options are available to enabling you to tailor your training approach to maximize engagement and effectiveness:
On-site Instructor-Led Training
Virtual Instructor-Led Training
On-Demand Blended Learning
Train-the-Trainer
Training Formats to Fit Your Needs
A range of delivery options are available to enabling you to tailor your training approach to maximize engagement and effectiveness:
On-site Instructor-Led Training
Virtual Instructor-Led Training
On-Demand Blended Learning
Train-the-Trainer
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