COACHING: A Managers Guide to Moving Your Sales Staff Forward

The job description for management is changing. The commanding and controlling styles of the past are being replaced by what has been called “coaching”. Being told what to do, or how to do it, and by what deadline has been replaced by the combined efforts of the salesperson and coach. By this process of management stress is replaced with creativity and an opportunity to contribute ideas and suggestions freely. Areas Covered Include: • The 6 Manager Styles • Giving & Receiving Feedback • Applying the BOCA Model of coaching • Active Listening Skills • The GROW model of Coaching • The One on One Meeting Structure