From Boss to Coach:
Turning Great Sales Managers into Great Coaches
Date and TimeTue, Apr 26, 2016 at 10AM Pacific / 1PM Eastern
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Belief drives behavior! Success in sales doesn’t just happen because someone follows a mechanical set of process-driven rules. It begins within the head and heart of the salesperson. The challenge today is that most sales managers aren’t equipped to understand or address these internal drivers/barriers, much less engage in a meaningful conversation about them with their reps. Unfortunately, that can lead to sales leaders to ignore the emotional side of selling and end up with an anemic sales team or a revolving door of talent.
In this interactive webinar, you’ll learn how managers can shift their coaching mindset from one of catching mistakes and solving problems to one of developing confidence, instilling a sense of ownership and maximizing reps’ potential. We’ll explore the deeper, often-overlooked performance-influencing factors and provide tangible coaching strategies to help managers coach their salespeople to new levels of success. You’ll leave with a practical roadmap for building a sales coaching culture that unleashes inner potential and drives business results.
- Five key questions for assessing a manager’s skill and will to become a more effective sales coach
- The factors that influence salesperson success and how these tie to the manager’s role as a coach and a leader
- 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 reps’ - to unleash achievement drive and foster a culture of accountability, problem-solving and continuous improvement
About Mike Fisher
About Derek Roberts