Course : Sales coaching, boosting team skills and performanceMethods, tools, know-how
Practical course - 2d
- 14h00 - Ref. MIT
|
Download in PDF format
Share this course by email
 | Distinguish between different approaches to sales support |
| Integrating coaching principles |
| Establishing a framework of trust |
| Building an observation grid in a coaching posture |
| Identify the motivations of the employee being supported |
| Asserting your coaching posture through active listening |
| Giving constructive feedback |
| Structuring a coaching report |
| Co-constructing an action plan |
Intended audience
Anyone in charge of supporting sales staff: sales managers, sales directors, heads of sales, senior sales staff, tutors
randourchariot
randourchariot
Prerequisites
Proficiency in sales techniques and experience in coaching employees
Practical details
Hands-on work
Workshops for experimenting with sales coaching approaches and tools. Role-playing exercises adapted to the context of the participants. Building your toolbox
Course schedule
1 Understanding the sales coaching approach
- Distinguish between different approaches to support: management, tutoring, mentoring, coaching
- Identify the roles and positions of the sales coach
- Identify the key stages of successful support
Exercise
Brainstorming in sub-groups: defining the roles and postures of a sales coach. Self-assessment: better self-knowledge for better coaching
2 Implement a sales coaching posture
- Developing active listening as a coach
- Respecting the pillars of a relationship of trust
- Structuring an observation grid as a coach
Role-playing
Workshops: Reformulating as a sales coach. Constructing a sales meeting observation grid in a coaching posture. Using the grid on a sales meeting simulation
3 Enhancing and formalizing sales coaching
- Identify the profile and motivations of the supported employee
- Practicing open-ended questioning
- Using the principles of positive communication
- Providing constructive feedback
- Structuring and communicating a post-coaching report
Role-playing
Workshops: Giving feedback and dealing with objections from sales staff. Using the previous exercises, structure the key elements of the coaching report.
4 Build an action plan to engage
- Co-construct a personalized and motivating action plan
- Formalize and plan actions
- Organize action plan follow-up
Role-playing
Workshops: structuring the content of an action and follow-up plan
Publication date : 07/30/2025
PARTICIPANTS
Anyone in charge of supporting sales staff: sales managers, sales directors, heads of sales, senior sales staff, tutors
randourchariot
PREREQUISITES
Proficiency in sales techniques and experience in coaching employees
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Anyone in charge of supporting sales staff: sales managers, sales directors, heads of sales, senior sales staff, tutors
randourchariot
PREREQUISITES
Proficiency in sales techniques and experience in coaching employees
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
Dernières places
Date garantie en présentiel ou à distance
Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.