There are 3 primary ways that I engage with clients:
Coaching is the most effective way for sales people to up their game. Often all it takes is a few sessions for an executive to see a transformation in attitude, motivation and technique. It’s also an excellent way to refresh skills.
Sessions may involve using recorded calls, real time analysis, or work in which sales-specific or non-sales issues are addressed.
Rather than telling a team what to do and how to to do it (training) it’s often far more effective to encourage them to self-generate solutions (coaching). This is particularly true when the team is well resourced and experienced.
Methods through which these can be generated, include:
- Projective games and exercises.
- Working on the team ‘story’.
- Forum theatre and roleplay work.
- Call analysis sessions.
Few trainers take the time to really comprehend the emerging skills that sales people require to stand out. Greg’s experience has given him a deep understanding of the skills and qualities needed to make an impact in the modern business environment. His courses are full of insight, creativity and fun. I recommend them very highly indeed.
Richard O’Connor, Group Commercial Transformation Director, UBM
Training to Coach
I regularly run sessions with managers who have little if any experience of coaching. The focus is on providing delegates with the tools and techniques necessary to implement a sustained culture of sales excellence.
A typical agenda will include:
- What is coaching?
- Effective briefing and debriefing.
- Coaching the poor performer.
- Motivational approaches.
- Accelerating the learning process.
- Asking excellent questions.
- Working with different personality types.