Overview
The ELAvate Sales Coaching Plus (ESC) is an intensive two-day workshop designed for sales managers and leaders aiming to elevate their team’s performance and foster a high-performance sales culture. The program provides a comprehensive framework, practical tools, and proven strategies to transform managers into effective coaches.
The workshop is structured around four key areas: Why, What, How, and When to Coach. Participants begin by exploring the fundamentals of coaching, understanding its challenges and rewards, and learning how to establish a collaborative sales environment using the ELAvate Ethics. The program then focuses on defining and evaluating superior sales performance using tools like the Salesperson Development Checklist.
A significant portion is dedicated to hands-on application, where leaders learn to conduct different types of coaching conversations—from giving recognition to providing constructive feedback and handling difficult situations. The course emphasizes actionable coaching, guiding managers on how to implement a formal coaching process, build long-term development plans, and use joint sales calls for focused training. The learning is reinforced through interactive exercises, real-life scenarios, mastery tests, and tools like a skills diary and coaching scorecards to ensure measurable improvements in sales results and team engagement.
Skills Covered
- Establishing a Coaching Foundation: Understanding the meaning and importance of coaching, overcoming challenges, and creating a high-performance sales climate, including applying ELAvate Ethics for collaborative team culture.
- Performance Evaluation and Feedback: Utilizing assessment tools to identify and evaluate sales performance, providing constructive feedback, and fostering development and recognition within the sales team.
- Effective Coaching Conversations: Mastering communication skills for coaching discussions, setting goals, handling difficult conversations with resistant salespeople, and gaining salesperson buy-in.
- Implementing a Coaching Process: Conducting sales coaching kick-offs, building long-term development plans, tracking progress, observing sales calls, and leveraging reinforcement tools to enhance selling skills.
- DISC Sales Coaching Profile Application: Recognizing and aligning coaching behavioral styles based on the DISC Sales Coaching Profile to build trust and rapport with diverse salespeople and understand how motivators influence coaching.
Who Should Attend
This workshop is ideal for Sales managers and others in the organization having sales coaching responsibilities
Course Curriculum
Course Modules
Exam & Certification
This course is not associated with any Certification.
