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Lesson Topics

  • Defining Your Purpose as a Coach
  • The Three Goals of Every Coaching Interaction
  • Increase Sales Representatives’ Knowledge of Correct Behaviors
  • Increase Sales Representatives’ Belief in Their Abilities to Execute the Correct Behaviors
  • Overcoming Common Coaching Fears
  • Implementing and Following a Structured Coaching Process
  • How to Define a Clear Purpose of Every Coaching Session Prior to Coaching
  • How to Set Proper Expectations in a Coaching Session
  • How to Increase the Motivational Buy-in of the Sales Representative
  • How to Maximize Time in Each Coaching Interaction
  • How to Leave with a Specific Next Action for Development
  • How to Follow Up with the Sales Representative to Hold Them Accountable to Behavioral Change
Testimonial

Wow…it’s been a whirlwind learning curve and I am having a blast. But I did want to let you know Jason, that today’s coaching session you gave us was the best one yet! [...]

Thanks again I really enjoyed today’s session and I felt I really needed it! Thanks! I can also use this to give to my team captain’s so they have a foundation as well!

Denise Bourne, Director of Sales
Richmond American Homes