Coaching for Sales Performance

Lighthouse Coaching

High-performing organisations frequently view coaching in the context of fostering performance and fulfilment rather than focusing on increasing output. Their salespeople are more engaged in their work, motivated to reach performance goals and driven to succeed.

Leading for Performance: Coaching for Sales Performance (LFP-CFSP) offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed.

Programme Outcomes

Leading for Performance: Coaching for Sales Performance enables sales managers to gain a competitive advantage using an effective, structured coaching approach that taps their salespeople's potential and leads to improved performance and fulfilment. Sales managers can alter their coaching focus from managing output to managing successful performance.

Approach

Leading for Performance: Coaching for Sales Performance is a one-day instructor-led module that can be facilitated by Wilson Learning or by a leader-trained in-house professional. This enables:

Face-to-face interaction among the participants and facilitator
True-to-life skills practice with immediate in-person feedback
The opportunity for real-time commitment to action

ENABLING IMPROVED PERFORMANCE

Leading for Performance: Coaching for Sales Performance features a Coaching Planner and a Job Aid Card so participants can fine-tune and apply new skills and behaviours on the job.

Participants who also complete Setting Goals for Success and Reviewing Performance will have the skills and knowledge to implement a more complete performance management process.

MEASUREMENT AND EVALUATION

Organisations that implement Leading for Performance: Coaching for Sales Performance have access to a broad range of tools to measure initial behavioural changes and business results. For LFP-CFSP, one approach may be a web-based survey of participants' direct reports to identify the degree of change and the differences this change makes. More involved and thorough research options are also available.

To learn more about measuring the impact of learning, visit Measurement and Evaluation Services.