Course curriculum

  • 1

    Introduction

    • A Message from The Creator

      FREE PREVIEW

    • Introduction

    • Download Your Workbook for Notetaking

    • My Coaching Story

    • 3 Coaching Stories to Inspire

    • Create Defining Moments

    • Welcome to the Course

    • Progress Coaching is a Relationship

    • We're Here to Help

    • Suggested Goals & Objectives

    • Coaching Tools to Know

    • Your Personal Opportunity As a Coach

    • Progress Coaching is a Relatiionship

    • We Are Here to Help You

    • Resources For You

    • One More Thing ...
  • 2

    What is Progress Coaching

    • Introduction

    • What is Progress Coaching

    • Goal of Progress Coaching

    • Managing versus Coaching

    • Why Progress Coaching

    • Suggested Rules of Coaching

    • Benefits of Coaching

    • Schedule Your Coaching

    • Be in the Moment

    • Change Hill

    • Coaching and Trust

    • Summary
  • 3

    Progress Coaching Imperatives

    • Progress Coaching Imperatives Quick Intro

    • Overview

    • Tiers of Learning

    • Change

    • Process
  • 4

    Mastering the One on One Coaching Conversation Model

    • Mastering One on One

    • Mastering The 1 on 1 Conversation

    • Mastering The 1 on 1 Conversation
  • 5

    Need Help?

    • Checkpoint # 1
  • 6

    The Power of Questions

    • The Power of Questions

    • Progress Coaching Questions Review

    • Question Back

    • Hypothetical Question

    • 3rd Party Question

    • Rating Question

    • Self-Actualized Question

    • Reflective Coaching

    • Progress Coaching Questions Review
  • 7

    The First Conversation

    • The First Conversation
  • 8

    Sales Conversational Excellence

    • Introduction to Conversational Excellence

    • The Awareness Conversation

    • Using Learning Projects to Drive The Conversation

    • Ready to Discuss & Ask Questions?

    • Activities Drive Positive Change & Improvement

    • End Every Sales Coaching Session With Same Learning Project

    • Sales Coaching Through The Levels of Change
  • 9

    Group Coaching

    • Group Coaching

    • Mastering Group Coaching

    • Mastering Group Coaching
  • 10

    Coaching Starters

    • Coaching Starters

  • 11

    Peer to Peer Coaching

    • Peer to Peer Coaching

    • Mastering Peer to Peer Coaching

    • Mastering Peer to Peer
  • 12

    Need Help?

    • Checkpoint # 2
  • 13

    Supplemental Coaching

    • Supplemental Coaching Intro

    • Supplemental Coaching

    • Mastering Supplemental Coaching

    • Mastering Supplemental Coaching

    • Supplemental Review

    • Supplemental Coaching Review

    • Your Goal with Supplemental Coaching
  • 14

    Putting Your Plan Together

    • Putting Your Plan Together Introduction

    • Putting Your Plan Together

    • Putting Your Plan Together II

    • Interactive PDF Design Coaching Tool
  • 15

    Situational Coaching

    • Situational Coaching

    • Situational Coaching
  • 16

    Coaching Influencers

    • Coaching Influencers
  • 17

    Getting Started

    • Getting Started
  • 18

    Coaching Prescription Model

    • What is Coaching Prescription

    • Coaching Prescription
  • 19

    Need Help?

    • Need Help?
  • 20

    Summary

    • Course Summary
  • 21

    For Trainer Certification

    • Th Course Summary

    • Introduction

    • Copy of Objective Test
  • 22

    Introduction to Sales Coaching

    • Introduction

    • What Do Sales Leaders Coach To?

    • Change

    • What Do We Know About Sales People?

    • The Tiers of Learning ... A Sales Coach's Secret Sauce

    • The Role of a Sales Coach

    • Sales People Need to Practice - The Power of Feedback Progressions
  • 23

    Coaching Prospecting

    • Introduction

    • Tiers of Learning

    • Power of Practice

    • Summary
  • 24

    Coaching Needs-Based Selling

    • Introduction

    • Tiers of Learning

    • The Power of Practice

    • Summary
  • 25

    Coaching Negotiation Skills

    • Introduction

    • Tiers of Learning

    • The Power of Practice

    • Summary
  • 26

    Coaching Objection Handling

    • Introduction

    • Tiers of Learning

    • The Power of Practice

    • Summary
  • 27

    Coaching Closing

    • Introduction

    • Tiers of Learning

    • The Power of Practice

    • Summary
  • 28

    Putting It All Together

    • Putting It All Together
  • 29

    The Virtual Selling World

    • Introduction

    • The Basics of Virtual Selling

    • Why Coaching for Virtual Selling?

    • The # 1 Opportunity Virtual Selling Provides
  • 30

    #1 Business Opportunity: Reality

    • What is It? Reality

  • 31

    #2 Business Opportunity: Practice

    • The Keys to Practice & 3rd Party Tools
  • 32

    #3 Business Opportunity: Self-Development (more control)

    • The Power of Self-Development
  • 33

    #4 Business Opportunity: Peer to Peer to Emerging Leaders

    • Peer to Peer Coaching Accelerates Performance & Results
  • 34

    #5 Business Opportunity: More Time Equals Accelerated Career Development

    • Leverage Time to Develop a Strong Sales Team
  • 35

    #6 Business Opportunity: Clear Visibility Inside The Sales Funnel

    • Now I See What's Going On Inside There
  • 36

    #7 Business Opportunity: Virtual Ride-Alongs

    • Virtual Ride Alongs ... Now & Past
  • 37

    #8 Business Opportunity: Access to All Sales Calls

    • Access Expands Your Opportunity to Lead & Coach
  • 38

    #9 Business Opportunity: The Experience Drives Success

    • It's Not Just selling Anymore ... It's An Experience

  • 39

    #10 Business Opportunity: The Transition from Relationships to Expertise

    • From Relations Selling to SME Status
  • 40

    The Secret Sauce to Coaching Virtual Selling: The Tiers of Learning

    • The Tiers of Learning

    • Knowledge ... How Do I ?

    • Skill ... Now We Have Time To Practice

    • Behavioral ... Confidence Comes from Practice & Positive Reinforcement

  • 41

    The GREATEST Value of Virtual Selling: Practice + Strategic Feedback

    • Practice Suggestions

    • The Power of Feedback Progressions

    • Using Tools to Capture

    • Tactic # 1: Observe & Reflect

    • Tactic # 2: Peer to Peer + Strength-Based Feedback Sheets

    • Tactic # 3: Rotating Peer to Peer Feedback

    • Tactic # 4: Rotating Peer to Peer Practice Sessions

    • Tactic # 5: Factual-Based Scoring
  • 42

    Summary

    • Summary