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Here's how you can create a winning sales coaching program for executives.

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Creating a winning sales coaching program for executives is not just beneficial; it's a strategic imperative in today's competitive market. As an executive, your ability to sell ideas, visions, and strategies is paramount. A tailored sales coaching program can enhance these skills, ensuring that you're not just leading your team but also driving revenue and growth. By focusing on the unique challenges and opportunities that executives face, a specialized coaching program can transform your approach to sales, empowering you to lead with confidence and close deals with finesse.

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Jeff Cohen

Co-Founder & CEO at Leadoff | MBA at UCLA Anderson
Peter Heredia

Data-driven sales team coach | Ex-DHL | 25+ yrs | SMEs | 250+ companies turned around | Helping simplify your sales…
Arthi S Rabikrisson, MBA, PCC (ICF)

Global award-winning Leadership Coach| Thought Leader: Forbes Coaches Council | Amazon Bestselling Author| Keynote…

1 Assess Needs

Before diving into a sales coaching program, it's crucial to assess the specific needs of your executive team. Understand the gaps in their sales techniques, communication skills, and strategic thinking. This initial assessment should be thorough, involving feedback from various stakeholders, self-assessments by the executives themselves, and perhaps even insights from customers. A clear understanding of these needs will ensure that the coaching program is not a one-size-fits-all solution but a tailored approach that addresses the unique challenges and strengths of your executive team.

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Peter Heredia

Data-driven sales team coach | Ex-DHL | 25+ yrs | SMEs | 250+ companies turned around | Helping simplify your sales process and increase revenue | CRM ROI expert | Message me for a sales review ???? ????
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Trying to develop somebody without knowing what areas need development is like shooting in the dark. We like making assumptions and believe that most people are the same, but they are not. We often think that we know the reason why somebody is not adding to their pipeline, because most of our previous staff might not be dedicating enough time to this task. However there are always others who may just not know where to look, or haven't got the right approach when contacting. When you drill down to why things are not happening, you will be amazed at all the different reasons. And if you are not aware of the core, how can you fix it?

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karina Andrea Provini

Directora en +Idea Coaching | Desarrollo de personas y empresas
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Desde mi experiencia Análisis y Diagnóstico Inicial Evaluación de Necesidades: Realiza una evaluación de las necesidades individuales y organizacionales. Entrevista a los ejecutivos y revisa el desempe?o actual de ventas. Establecimiento de Metas: Define objetivos claros y específicos. Estas metas deben alinearse con los objetivos estratégicos de la empresa y los intereses personales de los ejecutivos.

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Edwin Euceda

"Tribal knowledge” gatherer supporting sales revenue growth through Meaningful Connection | USMC veteran | P club Seller | Sales Coach | Facilitator | Culture setter |
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In my experience this is far from reality. Most executives claim they support enablement but most have no investment in it and don’t want to be. Enablement is a spend function with very hard to prove ROI. If you begin with assessing what your executives think sellers are challenged with you’ll get nothing meaningful. Just the common stuff better qualification, more value selling more storytelling use the TEI report lol it’s comical. You want to really show leaders you know what they want… go engage sales FLM and A and B sellers find common ground within each other to define aligned goals that tie to corporate OKRs then bring your recommendations to them… Executives need to be convinced what to think not asked.

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2 Set Goals

Once you've identified the areas for improvement, it's time to set clear, measurable goals for the sales coaching program. These goals should align with both the company's objectives and the personal development aspirations of the executives. Whether it's improving negotiation skills, mastering the art of storytelling in sales, or learning new strategies for customer engagement, each goal should be SMART: Specific, Measurable, Achievable, Relevant, and Time-bound. This clarity will provide direction for the coaching sessions and a way to track progress.

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Daniel Morato

Palestrante | Mentor em Vendas | Especialista em Vendas, Atendimento e Negocia??o | Diretor | Criador do Método O Vendedor Além do Pedido
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Uma coisa é inegociável, o que guia um time de vendas s?o as metas definidas, porém o diferencial está em você líder saber qual é a meta emocional que está movendo o seu vendedor, dedique tempo para conhecer cada um na individualidade e ajude esse vendedor a realizar esse sonho, atingir essa meta, onde a empresa será o meio para essa realiza??o. O que posso te afirmar é que o resultado que você vai colher será muito maior que você pode imaginar, fa?a o teste.

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3 Choose Coaches

Selecting the right coaches is pivotal to the success of your sales coaching program. Look for coaches with a proven track record in executive training and sales excellence. They should not only have expertise in sales but also be adept at understanding and navigating the complexities of executive roles. The right coach will be able to challenge your executives, offer fresh perspectives, and guide them towards achieving their sales goals. Remember, the relationship between coach and executive is foundational, so ensure there's a good match in terms of personality and approach.

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Daniel Morato

Palestrante | Mentor em Vendas | Especialista em Vendas, Atendimento e Negocia??o | Diretor | Criador do Método O Vendedor Além do Pedido
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N?o existe crescimento sem treinamento, em vendas se faz necessário abordagem diferentes, insigths diferentes, pessoas diferentes por vezes falando a mesma coisa, ou seja, você líder precisa buscar junto a diretoria/alta gest?o budget para investimento em promo??o de conven??o de vendas 2x ao ano com a presen?a de palestrantes de vendas e treinamentos ao longo do ano para poder dar o suporte dos ensinamentos passados na conven??o trabalhando como uma manuten??o do ensino apresentado, isso será um grande diferencial.

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4 Design Program

Designing the program is where you bring together needs assessment and goals to create a structured yet flexible curriculum. Your sales coaching program should include a mix of one-on-one sessions, group workshops, and real-world assignments. It's important to incorporate practical exercises that allow executives to apply new skills in a controlled environment before taking them to the field. Additionally, ensure that the program is dynamic, adapting to the evolving needs of the executives as they progress through their coaching journey.

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Jeff Cohen

Co-Founder & CEO at Leadoff | MBA at UCLA Anderson
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? Needs Assessment: Conduct a thorough assessment of executives’ skills and improvement areas. ? Customized Curriculum: Develop a tailored curriculum focusing on advanced sales strategies, negotiation skills, and leadership. ? Expert Instructors: Engage industry experts to lead sessions and provide real-world insights. ? Interactive Workshops: Include hands-on workshops, role-playing, and simulations to practice new techniques. ? Ongoing Support: Provide regular check-ins, feedback sessions, and access to resources. ? Performance Metrics: Establish clear metrics to measure progress and sales performance impact. ? Feedback Loop: Continuously refine the program based on participant input and outcomes.

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5 Monitor Progress

Monitoring progress is essential to ensure that the sales coaching program is on track and delivering value. This involves not just tracking goal attainment but also soliciting regular feedback from the executives and the coach. Are the sessions challenging and engaging? Is there noticeable improvement in sales performance? Adjustments may be needed as the program unfolds, so maintain a flexible approach that allows for course corrections. Celebrate successes along the way to keep executives motivated and invested in their development.

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Daniel Morato

Palestrante | Mentor em Vendas | Especialista em Vendas, Atendimento e Negocia??o | Diretor | Criador do Método O Vendedor Além do Pedido
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Um líder de vendas de sucesso precisa dominar algo muito importante que vem sido negligenciado por muitos profissionais, isso infelizmente vem prejudicando resultados das empresas e acabam desmotivando vendedores fazendo que os mesmos inclusive abandonem a empresa. O líder precisa acompanhar, os indicadores, estar junto no campo com os vendedores, n?o para vender, mas para ajudar seu vendedor a ter mais resultado e escutar dos clientes o que você precisa fazer internamente para deixar seu cliente mais satisfeito e com o cenário ideal para seu vendedor vender mais para esse cliente que estará satisfeito. Isso é um líder de sucesso.

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6 Sustain Growth

Finally, sustaining growth beyond the formal end of the sales coaching program is critical. This means embedding learned skills into daily practice and continuing professional development. Encourage executives to keep a learning journal, seek ongoing feedback, and stay current with new sales methodologies and tools. The true test of a successful sales coaching program is its lasting impact on an executive's performance and the company's bottom line. Thus, fostering an environment of continuous improvement is key to long-term success.

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Arthi S Rabikrisson, MBA, PCC (ICF)

Global award-winning Leadership Coach| Thought Leader: Forbes Coaches Council | Amazon Bestselling Author| Keynote Speaker| Neuro-agility assessment practitioner| Certified Lego Serious Play| HBR Advisory Council
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Include 1 month and 3 month after-support check-in opportunities. This can be in the form of a mastermind session. It helps stretch the benefits of the sales coaching programme, and keeps learnings live and practical.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Oscar Vergara Linares

Especialista en finanzas personales: conectando dinero, emociones y espiritualidad. Buscando el Track Financiero de la libertad.
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En una situación económica como la actual se hace indispensable para los vendedores, mantener la actitud y desarrollar mas habilidades necesarias. El presupuesto de venta genera presión cada día, y el nivel de tensión aumenta cuando el mes avanza y pero estas lejos del cumplimiento de la meta.

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Here's how you can create a winning sales coaching program for executives.

1

2

3

4

5

6

7

1 Assess Needs

2 Set Goals

3 Choose Coaches

4 Design Program

5 Monitor Progress

6 Sustain Growth

7 Here’s what else to consider

Sales Coaching

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Here's how you can create a winning sales coaching program for executives.

1

2

3

4

5

6

7

1 Assess Needs

2 Set Goals

3 Choose Coaches

4 Design Program

5 Monitor Progress

6 Sustain Growth

7 Here’s what else to consider

Sales Coaching

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