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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

“Thanks for the video conference. You are making a difference and I think most people on the team realize it! So, thank you! We currently have 16 sales on the board for the month of March!

Kim Corbin
Main Street Homes, VA