Performance Coaching

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 peoples performance and how to improve existing performance.

Course Objectives

By the end of this course delegates will be able to:

• Understand how coaching make 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

Course 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 vs. training
• Skills practices sessions
• Personal action planning