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Coaching
For Sales Managers
For
three decades, I
have watched owners
struggle with ineffective
sales managers. Whether they are
promoted from within,
or hired from outside,
too often owners
accept disappointing
results year after
year, until a crisis
of confidence leads
to termination.
To address this,
I have developed
a 3-day, one-on-one
coaching program
for sales managers,
which will result
in improved effectiveness,
and increased sales
and profits.
Day
1
Owner
and coach meet for
up to two hours to
assess needs, set
goals and develop
a performance plan
for the sales manager.
The sales manager
then joins us, the
process is discussed
and the sales manager
is handed off to the
coach. The rest of
Day 1, the coach and
sales manager work
together to:
- Give
the sales manager
the performance
feedback and discuss
goals
- Discuss
the coaching process
and the performance
plan
- Do
an analysis of
each of the members
of the sales team
- Develop
individual performance
improvement plans
Day
2
 Day
2 is devoted to training
and coaching the
sales manager, who
will learn and apply
the best management
tools and techniques
available. This includes
active learning, discussion,
role playing, and
critique.
- Expectations
Flow Chart
- The
One-on-One Employee
Management model
- The
Accountability
Conversation
- Managing
the Resistant Employee
- Behavior
modification: because
it works!
- The “Value-Added” Sales
Manager
Day
3
On
the last day, the
sales manager and
consultant meet with
each sales person
to:
- Introduce
the One-on-One
Management model
- Conduct
the first accountability
meeting to review
expectations,
address
the improvement
plan, and move
each sales person
towards success,
one person at a
time.
- The
consultant observes
and give on-the-spot
coaching
At
the end of the
third day, the owner,
sales manager and
consultant meet
to review the coaching
plan. The final
steps are to set
up the owner’s
plan to ensure
accountability and
to schedule free
follow-up phone
coaching with the
sales manager to
provide on-going
support.
In
just three days,
you will see a
quantum improvement
in the confidence
and competence
of one of your
most important
assets: your sales
manager
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