The sales function is a key source of competitive advantage for organizations. The competition is intense. A key to having a highly competent sales salesforce is effective sales management. Their ability to develop their salespeople has a significant impact on the sales team’s success and revenue results.
Coaching the Counselor Salesperson (CCSP) provides sales managers with the skills they need to ensure the ongoing success and development of the salesperson, specifically coaching to CSP skills. They will gain an understanding of Counselor Salesperson™ (CSP) concepts and principles and a coaching process – The ABCs of Coaching - that provides a feedback framework for developing a team of top-performing salespeople. Sales managers will practice and experience coaching to real-life sales situations.
Connect the value of coaching to their role as sales manager and coach.
Be able to build sales performance through a consistently applied set of coaching tools and skills.
Be able to coach salespeople in the counselor skills to quickly establish trust with any person in the buying process.
Be able to coach salespeople in the counselor skills to gain in-depth agreement with the buyer about the real nature and scope of the problem to be solved.
Be able to coach salespeople in the counselor skills to convince buyers that a particular solution is a valuable solution to their business problem.
Coaching the Counselor Salesperson™ is a 16 hour program that can be delivered face to face in two-day application-oriented workshop or a series of modules over time. This program can be taught by a SEG facilitator or by an organization’s own leader-trained in-house professional.
CCSP can be tailored to your selling situations.
