Richardson’s Developmental Sales Coaching training program transforms the role of a Sales Manager from being the expert who directs to a coach who inspires. In the Developmental Sales Coaching training program, sales managers gain insight into their personal biases, perceptions, communication approaches, and skill gaps that interfere with their abilities to increase accountability and strengthen performance.
Using the Developmental Sales Coaching Framework and Skills, managers learn to help team members self-discover ways to leverage strengths. They learn to coach their teams to continually grow and improve through problem solving. The result is a team of more self-aware, self-reliant, and skilled salespeople who more independently meet business goals and the creation of a culture that values feedback and inspires self-motivation. This program arms sales managers with the process, skills, and tools needed to reinforce learning, effect lasting behaviour change, and improve results.
The Developmental Sales Coaching Training Program is available on our online learning platform.
Developmental Sales Coaching Training Program Business Benefits
Upon completing the Developmental Sales Coaching training program, your organization will experience the following business benefits:
- A competitive advantage from building a coaching culture that drives performance
- A discipline of “everyday coaching” that accelerates behaviour change and improves results
- Improved performance from turning routine management inspections into coachable moments
- Higher levels of self-motivation to excel so that team members take greater responsibility for their performance
Key Areas of Content
Preparing for Coaching Conversations
We teach your sales managers why preparation is critical for a coaching conversation, and equip them with a systematic approach to do so effectively. We teach them how to prepare for planned coaching sessions and also how to pivot into coaching mode when the moment presents itself. We teach sales managers how to prepare for these conversations in order to in order to engage team members, minimize defensiveness, ask thought-provoking questions, and share thoughtful perspectives, feedback, and ideas.
Connecting with your Sales Professionals
In this program, we provide sales managers with structure and best-practice behaviors to help them effectively set the focus and tone for an honest, open, and collaborative coaching discussion. We teach managers how to position themselves for a productive, open, and collaborative interaction, by connecting with their team member on a personal and professional level.
Effective Sales Coaching
At the heart of our program, we teach sales managers to engage in a collaborative process to help team members self-assess and self-discover ways to leverage strengths and improve performance through effective problem solving. We equip sales managers with a roadmap for effective problem solving by first assessing the current state to identify positives and an opportunity to improve, analysing the root issue that is preventing stronger performance, and then addressing that root issue with action.
Commitment to Action
We teach sales managers provides structure and best practices for gaining commitment to action that will strengthen performance in a way that continues to strengthen the relationship between manager and team member. We teach sales managers how to ensure their team member is truly clear on agreed-to actions and next steps that maintain accountability.
Content Grounded in Behavioural Science
Our content is grounded in behavioural science. The focus on behavioural science across our program matters because we know that buyers make decisions based on both logic and emotion, an important and often overlooked component in both buying and selling. In fact, the emotional component of buying overrides the logical one. Sales professionals familiar with behavioural science concepts improve their ability to connect with customers because they have a greater understanding of their customer’s biases and their own. This helps them to more objectively evaluate opportunities and challenges, avoid aggressive behaviours, and reach their goals.