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Sales Coaching to Maximize Team Performance

Based on Sandler's breakthrough bestseller, The Sales Coach's Playbook

BUILD TRUST AND CREATE LASTING BEHAVIORAL CHANGE

Unlock the performance code of your team members

Learn Sandler's processes for coaching as an ongoing development system with your team. Sandler's coaching programs teach sales managers and other company leadership how to develop a coach's mindset, resulting in increased understanding of individual motivations, and maximizing individual and group performance.

Be a better sales coach.

Coaching requires a strong commitment by the manager to empower their salespeople to grow. It involves a customized action plan and a continuous-learning environment, propelling salespeople past self-imposed barriers. Learn more in the free white paper, Five Mistakes to Avoid When Coaching Salespeople.

The Five Challenges of Sales Management

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Having the same conversations over and over again without any uptick in results?

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Consistently lackluster performance from under-motivated teams?

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Spending too much of your own time and energy fixing problems for your salespeople?

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Feeling spread too thin because one or more team members is helpless and constantly looking to you for help?

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The financial and organizational expense of losing a promising salesperson after you've invested money, time, and attention in hiring and on-boarding?

In our experience, many sales organizations underestimate the importance of the coaching role. They misunderstand the definition of coaching, and coach inconsistently or not at all. As a result, the sales leader's skill-set is unbalanced... and the five challenges of sales management are more likely to become embedded in daily working operations.

This leads to stress, burnout, and less-than-optimal income numbers. Learn how to identify and unlock the performance code of each individual on your team, and maximize their performance.

Tangible results of Coaching

Clients who have worked with us to strengthen the "coaching muscle" of their sales leaders report:

  • Lower turnover among the salespeople they most want to retain
  • Improved performance on both the individual and team levels
  • More time freed up for the manager, because salespeople are better at solving their own problems
  • Better communication with salespeople, resulting in sustainable behavioral change
  • Less "learned helplessness" on the sales team that requires managerial intervention in the sales process

The Sales Coach's Playbook

A recent study found that few sales managers spend time coaching, and when they do it's generally ineffective, failing to get desired results. The Sales Coach's Playbook: Breaking the Performance Code, by Sandler trainer Bill Bartlett, answers the question of 'Why?' and offers a specific, actionable plan based upon the award-winning Sandler Selling System.

"As a sales leader, you already know why coaching is important. Now in The Sales Coach’s Playbook, you can learn how to become a winning coach who partners with your people for success. With real-life case studies and a common-sense, step-by-step approach, this book creates great coaches who produce great salespeople."

Ken Blanchard
coauthor of The New One Minute Manager and Collaboration Begins with You