| PERFORMANCE COACHING |
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| Course Aim |
| To enable individuals to achieve the full potential from their staff and deliver effective sales coaching sessions. To show how to identify and deal with gaps in people's performance and how to improve existing performance. |
| Course Objectives |
| By the end of this course delegates will be able to: |
| • Understand how coaching makes a difference to sales performance |
| • Explain how to identify a performance gap |
| • Demonstrate how to apply coaching to improve results |
| • Describe and demonstrate the Coaching for Change process |
| • Describe and demonstrate the skills required to be a world class coach |
| • Carry out focused personal action planning |
| Content |
| Course content includes: |
| • Goal of Coaching |
| • Characteristics of an effective coach |
| • Coaching for Change model |
| • How to identify and understand performance gaps |
| • Acquiring Competence Model |
| • Skills involved in coaching |
| • 3 level questioning |
| • Coaching versus training |
| • Skills Practices sessions |
| • Personal Action Planning |
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| How the course works |
| Delegates are taken through the process for coaching to enable them to identify performance gaps. |
| The characteristics of an effective coach are fully explored while identifying the skills and techniques that are required to be an effective coach. |
| Facilitated discussions will be held around the differences between coaching and training and when to conduct each one. |
| There are several opportunities for the delegates to observe scenarios via video, and also practise themselves the skills acquired throughout the course. |
