Courageous Coaching: How to Have Effective Discussions with Your Sales Team

Webinar: ID# 1000851
About This Course:
Why aren't your salespeople consistently hitting their sales targets? Inconsistent sales are a direct result of erratic sales habits and can wreak havoc on forecasting and managing the growth of your group's sales. As sales manager, you must assess if your own coaching is impacting your team's performance. When you don't coach consistently and courageously, it affects your team's performance, results and even your credibility.

Courageous Coaching is designed to help sales coaches develop the right attitude so that they can ask the tough questions that they must ask of their salespeople. This webinar will help those in the role of coach develop a 4-step process for improving their coaching by preparing, anticipating, developing coaching 'courage' and staying clinically detached.

This webinar is part of a series of sales management webinars delivered by Anthony Cole Training Group. The other upcoming programs in the 2012 series include Creating a Sales Managed Environment, Building a No-Excuses Culture and Coaching the Sales Pipeline.

This one-hour webinar will help you:

  • Understand and create more supportive record collections (thoughts) for coaching your team
  • Identify and manage the leading indicators for sales results
  • Learn how courageous coaching sounds and why it is so important
  • Understand and utilize coaching in both developmental (goal setting) and selling situations
  • Understand that by having fierce conversations with your people, you will help them ask tough questions of prospects
  • Adopt a disciplined pre-call process that will provide a foundation for your coaching conversations

Who Should Attend

Sales managers in all lines of business and trainers will all benefit by this webinar.

The Presenter

An author and seasoned business consultant, Tony Cole has successfully coached thousands of sales people. He brings proven wisdom and expertise to companies nationwide, illustrating a parallel between army basic training, a no-excuses mentality and the accountability required for excellent performance in the corporate world. Tony graduated from the University of Connecticut with a degree in Education. A scholarship athlete, upon graduation Tony leveraged his experience to coach Iowa State University and University of Cincinnati athletic teams. He then spent more than 15 years in sales and sales management positions in the exercise equipment and insurance industries. This unique combination of coaching and selling led him to launch Anthony Cole Training Group in 1991, which has been helping financial firms for 20 years nationwide, bringing new life to sales organizations.

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