Home Advanced Sales Training Initial Sales Training Public Sessions Management Training Reinforcement Products Contact
Brennan Sales Institute

Coaching the Coach

Managers will learn how to successfully coach sales people that have performance issues, motivate average performers to become top performers, and retain top performers.

This program will provide managers with the skills to coach the four different behavioral types to achieve top performance. In addition, participants will be able to identify the attributes of what makes a memorable coach and know how to assist in the development of someone who is unable, uneducated, or unwilling.

Also, managers will learn how to accurately assess their staff's behavior types to collaboratively coach in the field, develop specific plans of action and identify areas for skill development. At the end of this program participants will be able to:

  • Execute the four fundamentals of coaching: Listening, Speaking Straight, Being For Someone, Honoring Commitments
  • Create accountability from call to call
  • Be a coach on the call, not the sales person
  • Give clear and concise collaborative instructions during post-call analysis to accurately praise and provide specific skill development prior to the next call
  • Handle a difficult sales person with performance issues
  • Develop specific strategic plans to shorten the sales cycle
  • Effectively use both time in and out of the field to improve district performance
  • Develop a personalized coaching guide
  • Be viewed as a mentor and memorable coach
  • Establish accountability for both parties
  • Increase the salesperson's 's confidence in selling
About Charlie Brennan | View Client List
2510 Township Line Road | Upper Darby, PA 19083 | P - 610.449.6110 | F - 610.449.3910 | bsi@brennantraining.com