Coaching in Action

Sales Management Training

Coaching in Action

 

target
  • Identifying efficient side-by-side coaching principles
  • Leading a coaching in action session
  • Giving good feedback
  • Managing resistances
perso
  • Call center managers
  • Sales managers and directors
  • Sales vice-presidents
livre
  • Introduction
  • Initial exercise: The apothecary
  • Why coaching in action?
  • Benefits of coaching
  • Adaptation of GACC approach to coaching in action:
    • Coaching in the door frame
    • Coaching on the floor
    • Coaching in client meeting
  • Giving feedback :
    • Rules to respect
    • Efficient feedback process
    • Technique to give feedback through questioning
    • Case study exercise to develop feedback through questioning
  • Defusing resistances
  • Exercise “all for one” on feedback and resistances
  • The follow-up: a promise of success
  • Appropriation exercises progressively
clock
  • 1 day
  • Group of 8 – 12 participants