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Sales Coaching Course and Certification for Sales Managers
The ROI and impact of successful sales coaching
OVERVIEW
THE ROI MAGIC LIVES IN YOUR MIDDLE 70%
Different Sales Coaching Models
EXAMPLES OF FORMAL AND INFORMAL COACHING SESSIONS
DIRECTIVE VS. DEVELOPMENTAL COACHING MODELS
WHERE GROWTH HAPPENS
ATTRIBUTING SALES KPIS TO COACHING
WORKING YOUR WAY BACKWARDS FROM END GOALS TO ACTIVITY AND OBJECTIVE BENCHMARKS
IDENTIFYING CONVERSION METRICS TO COACH AROUND
The right cadence and questions
HOW OFTEN DO I COACH?
WHAT DO I ASK?
HOW DO I MEASURE "GOOD" SALES COACHING?
QUANTITY OF COACHING ACTIVITIES
QUALITY OF COACHING ACTIVITIES
BLUE PRINTS FOR COACHING
HOW TO CREATE A SALES COACHING PROGRAM FROM START TO FINISH
CERTIFICATION
Certification Exam
IDENTIFYING CONVERSION METRICS TO COACH AROUND
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