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Professional Sales Coaching

Professional Sales Coaching

Equip your sales managers and coaches with the skills and strategies they need to make a positive difference and guide their sales professionals to superior sales performance.

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ContentProfessional Sales Coaching

Professional Sales CoachingTM provides your sales managers and coaches with the framework, communication skills, and planning tools they need to build and maintain a superior sales team—one that generates mutually beneficial, long-term business relationships. During the workshop, sales managers and coaches master a proven process for using collaborative coaching conversations to build a development culture that creates a highperformance sales team. They learn how:

  • To describe the characteristics of a high-performance sales climate.
  • To demonstrate The Basic Principles to increase coaching effectiveness with their sales teams.
  • To evaluate sales performance using the Coaching Issues Diagram.
  • To apply a set of skill steps for providing constructive feedback, developing others, and giving recognition to increase salesperson performance and drive results.
  • To successfully handle difficult coaching conversations.
  • To use phone, voice mail, e-mail, and real-time messaging to coach salespeople effectively from a distance.
  • To implement a coaching process with the sales team.

With Professional Sales CoachingTM, your sales managers will not only create a more positive, motivational work environment, they’ll build a stronger, more profitable sales organization—one that attracts new customers and retains them.

The workshop consists of four units, each geared toward building a comprehensive understanding of what it takes to be successful as a sales coach.

Objectives and Benefits

Your sales manager will enjoy:

  • A challenged and motivated sales team that consistently strives to produce at peak levels.
  • Improved performance from salespeople who previously failed to meet sales goals.
  • Increasingly high levels of productivity from top performers.

Your salespeople will:

  • Experience greater confidence in their ability to meet—and even surpass—sales goals.
  • Increase sales success through coaching and reinforcement of selling skills and product knowledge.

Your organization will experience:

  • Reduced turnover by providing salespeople with direction, support, and professional development.
  • Systematic rather than random development of your sales force.
  • Increased success in winning new business and building customer loyalty.

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Day 1
10:00 - 11:15 Welcome & Seminar Overview; Unit 1: Changing Professional Behaviour
11:15 - 11:30 Break
11:30 - 13:00 Unit 2: Defining Performance Criteria
13:00 - 14:00 Lunch
14:00 - 16:00 Unit 3: The Coaching Conversation; Diagnosis
16:00 - 16:15 Break
16:15 - 18:00 Diagnosis (cont.); Action Planning; Debrief & Summary
Day 2
10:00 - 11:15 Unit 4: Review; Unit 5: Observing Sales Call Performance
11:15 - 11:30 Break
11:30 - 13:00 Unit 5: Observing Sales Call Performance (cont.)
13:00 - 14:00 Lunch
14:00 - 16:00 Unit 6: Application; Unit 7: Managing the Coaching Process
16:00 - 16:15 Break
16:15 - 18:00 Unit 7: Managing the Coaching Process (cont.); Debrief & Summary

Participants' Comments

„Miller Heiman Group implemented an efficient structure in our sales and management trainings and helped us to be more competitive."



The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

Certification tracks have been specifically designed for individual sales roles.

Dates and feesProfessional Sales Coaching








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