Management Coaching/Follow-up

Skills covered:

• Being a role model

• Building credibility

• Determining pace of progress

• Helping your sales force reach your goals

• How the coaching process parallels the selling process

• Helping salespeople choose the right target accounts

• Ensuring the salesperson has a strong grasp of the Response Model

• Using action plans in your meetings

• When to proceed with the process

• Preparing a salesperson for first sales call

• What to do when salespeople avoid using the Response Model

• Limiting discussion of the newspaper on the first sales call

• Ensuring proper information was retrieved

• Preventing creativity from creeping into the logical strategic process

• Helping the Response Model answer the salespeople's strategic questions

• Role playing the final presentation with your staff

• Key concepts salespeople should know to eliminate objections

• Helping the salespeople trace any objections back to the first sales call and the Response Model

• Creating an action plan for a salesperson

• Establishing the outcome of a sale beforehand

• Determining what key learning points are based on outcome

• How to read the SpecTrac¨ reports

• Using SpecTrac¨ to determine which salespeople need help and in what area of the sale

• Using SpecTrac¨ to measure revenue generated from coaching efforts

• Using AdsOnline¨ to support your sales staff's and artist's efforts

• Using follow-up memos

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