Coaching Culture

It’s one thing teaching a manager to be an excellent coach, but if they don’t know what good looks like all they will do is cascade bad practice really well!

Sales managers are the pillars of your sales force.  They need to know how to manage, motivate and coach while driving revenues.  However, over 80% of managers get the job because they’re good at selling, not managing.

Experience shows us that programmes gain in sustainability if we train your sales managers to carry out the evaluations of their teams themselves using our Sales Performance System (SPS).  We call this process Accreditation.

First of all we’ll show your managers what best practice looks like for all the roles they manage.  They’ll do this by reviewing footage of what good and bad looks like. Your sales managers then learn how to use our scorecards which detail the important behaviours and stages of a successful meeting or call. 

With this knowledge firmly in place we will train managers to objectively evaluate their teams in live sales meetings using our SPS.  This will give you detailed information on each team member’s performance.

The final element of the Accreditation programme gives managers the skills they need to be excellent coaches.  We will show your managers how the results of the evaluations can be used to encourage sales people to change their behaviour where necessary. 

Managers will learn how to celebrate success, how to coach team members in areas where they need development and, most importantly, how to sustain these changes for long-term performance improvement and professional success.

Our Skills Development workshops then focus on areas where your team need most practice, using real situations.