To help get the most out of your sales organization, Wilson Learning Corporation offers a results-oriented training program that not only taps sales potential, but develops and maximizes it. offers a bottom-line approach for sales managers to improve the effectiveness of their sales teams.

Managing Sales Performance offers a comprehensive, hands-on approach to understanding the sales manager's role in improving individual performance. It provides knowledge and skills that are immediately applicable. It builds on the sales manager's own sales expertise, instills a thorough understanding of the principles of coaching and reinforcement, helps him or her understand the role of coach, and gives him or her tactical skills to develop a team of top-performing salespeople.

When used with The Counselor Salesperson (CSP), Managing Sales Performance provides common language and values, promoting alignment with and attainment of an organization's sales goals and strategies. Also, when used with CSP, it leverages and reinforces the return on training investment because managers are then able to coach directly to the Counselor Selling process.

Program Overview

Managing Sales Performance is a two-day program comprised of five modules. The first day covers the most effective techniques for increasing sales performance at all levels, coaching and reinforcement skills, and how to create a developmental action plan. The second day includes a comprehensive review of The Counselor Salesperson and how to coach to its principles.

Even if your organization uses a sales training approach other than CSP, Managing Sales Performance can be used in a one-day format that focuses solely on coaching skills and reinforcement techniques that produce results in any sales setting.

The Manager as Coach

Set the stage by presenting the "why and what" of coaching to improve individual sales performance:

• Increasing audience commitment and motivation to coach
• Introducing the concept of setting priorities
• Introducing the coaching model

The Coaching Process

Present the "how" of coaching to improve individual performance and provide practice of the coaching process:

• Exploring concepts and methods of communicating expectations and the importance of observing and documenting behavior
• Exploring concepts and processes of effective feedback and recognition

Coaching for Effective Relating

Introduce the Counselor Selling Relating skills and tools and apply coaching skills to reinforce these salesperson behaviors:

• Handling buyers' concerns and expectations
• Opening calls and building credibility

Coaching for Effective Discovering

Introduce the Counselor Selling Discovering skills and tools and apply coaching skills to reinforce effective behaviors:

• Using effective questioning and listening
• Exploring buying motives and buying roles

Coaching for Effective Advocating and Supporting

Introduce the Counselor Selling Advocating and Supporting skills and tools and apply coaching skills to reinforce effective behaviors:

• Recommending solutions
• Asking for the business and overcoming resistance

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