Coaching to Close Performance Gaps

 

Description

This course provides the 8 types of performance gaps, common causes of performance gaps and best practices on how to turn inconsistent or underperforming behavior into consistent, productive habits.

 

Performance Impact

• Improved sales rep productivity

• Increased quota attainment and forecast accuracy

• Stronger coaching culture

• Higher team morale and retention

• Reduced ramp time for new hires

 

Key Deliverables

• Understanding types of performance gaps, 

• Performance gap analysis framework, 

• Best practices to turn inconsistent or underperforming behavior into consistent, productive habits

 

Sales Pipeline Analysis & Reviews - Best Practices

 

Description

This course provides best practices for pipeline analysis, deal inspection checklist and conducting effective deal reviews

 

Performance Impact

• Higher forecast accuracy

• Improved win rates

• Shorter sales cycles

• Better coaching conversations

• Increased pipeline quality

 

Key Deliverables

• Pipeline management

• Deal review checklist

• Review cadence

• Performance insights

• Best practices

 

Coaching A, B, & C Players - Maximizing Their Performance and Development

 

Description

This course discusses the A-B-C sales rep classification model, common characteristics of A, B & C players, coaching suggestions to improve performance and introduces the P.E.E.R. model which aligns with best practices in developmental coaching

 

 

Performance Impact

• Stronger sales bench and performance uplift

• Scalable, personalized coaching culture

• Higher rep engagement and retention 

• Elevated manager effectiveness

• Improved team composition and planning

 

 

Key Deliverables

• A-B-C sales rep classification model 

• P.E.E.R coaching model

• Sales rep type identification tool

• Coaching by rep type

• Best practices

 

 

 

 

Sales Leadership Workshop – Creating a Healthy and Successful Sales Environment

 

Description:                          

Sales Leadersare the lynch-pin of a sales organization.  Effective sales leadership helps a sales organization thrive while in-effective sales management leads to a myriad of sales performance issues.  This workshop will expose the difference between sales leadership and sales management and equip participants with the knowledge, skills, methods and processes needed to effectively lead sales teams.

 

Performance Impact:      

Achievement of revenue & profit targets, build & retain a healthy and competitive sales organization, reduced sales attrition rates, improved win rates, quota attainment, acquisition of new business, improveddeal selection & qualification discipline

 

Key Deliverables:              

Customized Sales Leadership Training & Skill Development Modules available to address common sales leader performance gaps.

 

Modules include:

• Sales Leader Baseline Assessment

• Leadership vs Management

• Sales Leader Role & Responsibilities 

• Leading Change

• Leading a Sales Team

  • Running Effective Sales Meetings

  • Setting Strategy 

  • Quotas that Motivate

  • Pipeline Analysis, Management & Forecasting

• How to Create a Sales Plan

• Talent Development

  • Building a Healthy and Successful Sales Team

• Assessing Talent

• Hiring the Right Talent

• Acclimating New Hires

• Developing Talent – Individual Development Plans (IDP)

• Coaching Talent

  • Coaching Methodology

  • Coaching Will, Skill and Tools

  • Pipeline Development & Management

  • Sales Plans – Individual Revenue and Profit Targets

• Deal Coaching & Evaluation

  • Deal Qualification 

  • Deal Development 

  • Deal Advancement

  • Conducting Effective Deal Reviews