Course Description

Course curriculum

  • 1

    Introduction

    • Why Coaching Your Sales Team to Ask for the Order

    • Risk of Not Coaching Your Sales Team to Ask for the Order

    • Your Opportunity to Coach Your Sales Team to Ask for the Order

    • Keys to Coaching Your Sales Team to Ask for the Order
  • 2

    Four Step Coaching Process

    • Process Introduction

    • Process Overview

    • 3 Levels of Change

    • 4 Steps Coaching Process to Coaching Your Sales Team to Ask for the Order

    • 1st Coaching Conversation

    • Coaching Sessions Going Forward

    • Summary

  • 3

    Questions

    • The 1 on 1 Coaching Model

    • Progress Coaching Questions
  • 4

    Double-Based Coaching

    • What is Double-Based Coaching

    • How to Apply it to Coaching Your Sales Team to Ask for the Order
  • 5

    Applying the 4 Step Coaching Process

    • 3 Levels of Change Applied to Coaching Your Sales Team to Ask for the Order

    • Awareness Stage: 1st Coaching Session

    • Effort Stage: Coaching Sessions 2-4

    • Progress Stage: Coaching Sessions 5-8

    • Results Stage: Coaching Sessions 9+
  • 6

    Tracking Your Coaching

    • Using the Tracking System

    • Tracking Sheets
  • 7

    Supplemental Coaching

    • Introduction

    • Method #1: Peer to Peer

    • Method #2; Self-Directed Learning (Books)

    • Method #3: Observational Coaching
  • 8

    Resources

    • Why and How to Use Resources

  • 9

    Summary

    • Review of Coaching Your Sales Team to Ask for the Order

    • Tips to Get Off to a Fast Start for Coaching Your Sales Team to Ask for the Order

    • Success Going Forward

    • Contact Us