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.

Prerequisites

The participants are given a Pre-Mastery Test and must complete DISC online profile before attend the workshop. 

Target Audience

This workshop is ideal for Sales managers and others in the organization having sales coaching responsibilities 

Course Curriculum

Module 1: Why Coach

  • Creating A High Performance Sales Climate 
  • Five Levels of Sales Coaching  
  • The ELAvate Ethics of Coaching 
  • How The 5 Levels of Sales Coaching, Levels relate to one another 
  • Sales Coaching Level 1: POSITION 
  • Sales Coaching Level 2: PERMISSION 
  • Sales Coaching Level 3: PRODUCTION 
  • Sales Coaching Level 4: PEOPLE DEVELOPMENT 
  • Sales Coaching Level 5: PINNACLE 
  • The ELAvate Ethics of Coaching 
  • Applying The ELAvate Ethics 
  • ELAvate Ethics Application Sheet 

Module 2: What to Coach

  • Sales Coaching Issues Diagram Overview  
  • Salesperson Development Checklist 

Module 3: How to Coach

  • The Coaching Model 
  • Listening and Asking Techniques 
  • Listening and Asking Techniques Worksheet
  • Communicating Sales Assignment 
  • Discussing Concerns 
  • Application: Setting Verifiable Sales Goals 
  • Communicating Sales Assignments 
  • Developing Others 
  • The Key Actions for Developing Others – An Overview 
  • Coaching: Developing Others Worksheet 
  • Giving Recognition 
  • Barriers to Giving Recognition 
  • Skill Steps for Giving Recognition 
  • Form of Recognition 
  • Giving Recognition Worksheet 
  • Providing Constructive Feedback 
  • The Key Actions for Providing Constructive Feedback 
  • Providing Constructive Feedback Worksheet 
  • Handling Difficult Coaching Conversations 
  • Probes to Handle Difficult Coaching Conversations 
  • Tips for Handling Difficult Coaching Conversations 
  • Difficult Coaching Conversations 
  • Distance Coaching 
  • Distance Coaching Techniques 
  • Distance Coaching Tips 

Module 4: When to Coach

  • Coaching Calls and Joint Sales Calls  
  • Three Types of Coaching Calls 
  • Sales Call Observation Process Checklist
  • CSS and COIN Joint Sales Call Briefing, Observation and Debriefing 
  • CSS/SPIN Skill Charting Checklist 
  • Using The Coaching Issues Diagram to Identify Coaching Opportunities  
  • Implementation of a Coaching Action Plan 
  • Implementing A Coaching Process: Coaching Planner 
  • Elavate Sales Coaching Plus: Review and Insights 

Dates & Locations

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Exam & Certification

This course is not associated with any Certification.

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