Managing Peak Performers
Overview | Benefits | Workshop Agenda | Program Details

THE SALES MANAGER'S WORKSHOP CONTAINS:

This IS NOT really a sales management training class at all. This is an experiential workshop focusing on:

• How to use a field tested coaching Model
• How to communicate clear expectations
• How to coach performance problems
• How to support what is taught in their current sales workshops

THE WORKSHOP…

• What is a COACH
  • Understand the ROLE of a coach.
  • Understand WHEN to coach and WHEN to model.
• How to Use the COACHING MODEL
  • Understand the role of PREPARATION.
  • Understand LAPS MODEL (LISTEN, ASK, PROBLEM SOLVE).
• How to Influence and Persuade
  • Learn HOW to create rapport and trust. (neurolinguistics)
  • Understand personal MOTIVATORS and HOW to coach to them.
  • Learn HOW to prove to the listeners that you care.
  • Learn HOW to ask questions that discover their concerns.
  • Learn HOW to use LSCPA to overcome their objections (Listen, Share, Clarify, Present, Ask for Action)
  • Learn HOW to not take it personally.
• What is your COMMUNICATION STYLE
  • Learn your style and HOW to adjust to your sales professional's style.

COAHING METHODOLOIGY PREMISE

"You are your own best expert!" "Put away your critic!" Changing behaviors can be tough. MOST OF US DO NOT LIKE TO THINK OF OURSELVES AS INADEQUATE AT SOMETHING.

INSTANT ATTITUDE ADJUSTMENT.

Within the first couple of hours of the workshop, each participant is videotaped and given coaching - NOT FEEDBACK. What is the difference? Feedback implies something was WRONG. In reality, the world of coaching is GRAY. Each manager's style will work in some setting. It is about becoming clinical and strategic.

The attendee will quickly see and feel where their INDIVIDUAL STRENGTHS lie and where they need to adjust or edit their style to achieve their personal objectives in a greater number of managing settings. It is NEVER ABOUT BEING WRONG…it is ALWAYS ABOUT 'WHAT ARE THE RISKS OF ONE APPROACH versus THE GAINS OF A DIFFERENT APPROACH.'

Bottom line, it is about selecting the right strategy and tactics based on the sales professional's style and their attitude. The manager's personal challenge is to consciously select a strategy and a set of tactics, rather than 'just letting it happen.'