Sales-Coaching
concrete • individual • on site, at the customer • with measurable success
Sales-Coaching is the concrete and individual support of a single sales-person or a sales-team, at the customer’s site and in coaching.
This helps to
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realise and expand strengths
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recognise and reduce deficits
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improve practice-oriented sales- attitude and skills
the result: more joy in selling and sustainable turnover- and profit-growth.
A tried-and tested procedure for sales-coaching
Phase 1: briefing and policy-talk
- What is the basic sales-strategy?
- Selection of participants. arrangements about information and wanted goals. Contents and basis of information for management or Board of Directors.
- What is the individual starting position?
- What concretely should be achieved? Working out key-figures for goals to be achieved.
- Which steps of development and concrete measures are effective?
- On the basis of selected customers, necessary customer-activities as well as steps for the expansion of customer-structure, are established.
Phase 2: Preliminary talks with participants of sales-coaching
- Getting to know one-another, establishing trust for cooperation, ‘force-field-analysis’ of the relevant environment
- Working out and visualising a profile of strength and weakness
- Comparison between self-image / external-image
- Deciding on an individual approach, especially the accompanying field support
- Working out a transfer plan: goals, steps of development and methodology: e.g. travel-planing, customer- and conversation-planing, sales-techniques, mind-techniques – and so on…
Phase 3: implementation of the accompanying field support
- accompaniment to customer-visits, with each participant for a minimum of 1 day
- direct feedback after each visit. Self-analysis and feedback from the coach.
Phase 4: Detailed coaching
- Support of change-processes
- Stabilisation of ‘new’ behavioural-patterns and attitudes
- Concrete strategy- and action-planing (personally , professionally) for further implementation during the process
Phase 5: Conclusion
- Final-talk with the participants
- Working out an actualised plan of action
- General
General
This coaching is based on proven and often repeated measures. An individual adjustment to company-specific needs takes place at every new measure. Especially the integration of managers is individually adjusted.
Consequently we offer a special training for managers. Through ‘Sales-coaching’ managers train sales-people, practice-oriented ‘on the job,’ for lasting progression and to generate additional orders. (train the trainer)
This is what we do differently
Markus Gruber, who leads the innovative ‘Sales-coaching’, has so far successfully implemented more than 2000 days of ‘Sales-coaching’ with sales-people at site of the customer. We’re not talking about theory, but we practically live by it . It is not just about behaviour, but also primarily about the topics, attitude and awareness. Because: knowledge is like being sleep – manifesting is like living power
As a basis for ‘Sales-coaching’ we recommend the seminar and SellingXperience X10 Passion for Selling & Service and the Developmentsystem Sales-Navigation.
Are you running a company?
Are you leading a team?
Do you manage employees?
Do you have communications with customers?
Do you run projects?
Do you live your life with awareness?
Have a conversation with us!
… or secure your place in this seminar
and benefit from LeadingX > Xperience creates Xcellence (experience creates excellence)
creates Xcellence
Please check for available dates and make an appointment !
Or contact us and we’ll discuss your individual in-house seminar, coaching or training-program with us, at the Xacademy.
