From Boss to Coach: Turning Great Sales Managers into Great Coaches

19 October 2016

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Success in sales isn't based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson's internal drivers/barriers, much less have a meaningful discussion about them. Sales leaders end up ignoring the emotion-based influences that significantly impact selling performance. The result? Underperforming salespeople, and a revolving door of unrealized talent.

This webcast focuses on shifting managers? coaching mindset from that of a mistake catcher? and problem solver? to a coaching leader capable of instilling confidence, a sense of ownership, and fully realized potential in the salespeople they manage. The session focuses on the performance-influencing factors managers often overlook in salespeople, and on tangible coaching strategies that push salespeople to new levels of success. Attendees will learn a practical roadmap for building a sales coaching culture that unleashes inner potential and drives business results.

Topics include:

  • Assessing managers? skill? and will? to improving their coaching effectiveness.
  • Connecting the factors that influence salesperson success to management's coaching and leadership roles.
  • An easy-to-apply model for shifting the managers? coaching mindset and closing the gaps that limit their leadership effectiveness.
  • How managers can expand belief boundaries ? their own, and their sales team's ? to foster a culture of achievement, accountability, problem-solving, and continuous improvement.
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