Modelling Sales Behaviours
Being responsible for the performances of their teams, the sales managers often play the role to support their professional training.
The training aims at giving an answer to two questions:
“How can I know what behaviors of an employee must be changed to improve his/her performances?” and “How do I make this change happen?”
Key messages
- The coach asks questions, does not give arguments.
- Coaching is based on observable behaviors, not on “feelings”.
- Coaching is behavior-oriented, and not person-oriented.
- The goal of coaching is to bring about behavioral change.
- A successful coach takes the coachee through all the three stages of a change process: accepting the need for change, achieving the change and turning the new behavior into something normal.
- The goals of coaching relate to performance standards.
- Before proposing a change to the coachee, help him/her understand the need to do things differently.
- Înainte de a propune coachee-ului o schimbare, ajută-l să înţeleagă nevoia de a face lucrurile în mod diferit.
- The coach’s positioning in relation to the coachee influences the latter’s opening, readiness for change and, implicitly, the results of the process.
Training topics
- General coaching principles;
- Identifying training needs: behavioral analysis, behavioral matrix;
- Learning process vs. Behavioral change process;
- Learning styles;
- Attitude towards change;
- Change diagonal;
- Feedback for performance –STAR model;
- Coaching tools;
- Planning of coaching discussions;
- Transactional analysis.
Expected results
- Building the coaching process starting from observable and measurable behaviors;
- Using the behavioral matrix to assess the employees’ coaching and training needs;
- Setting the coaching objectives as behavioral change objectives, rather than transfer of knowledge;
- Adaptation of the coach and methods to the coachee’s learning style;
- Ability to help the coachee acknowledge his training needs;
- Ability to help the coachee find solutions and assume them;
- Ability to motivate the coachee to go through all the stages of the behavioral change process;
- Correct positioning in the coach-coachee relationship;
- Use of the STAR model of giving feedback;
- Use of questions to guide the coachee through the change process;
- Planning of coaching discussions.
Methods used
- Experiential learning;
- Presentation;
- Simulations, analysis and feedback;
- Pull method;
Duration: 2 days
Number of participants: 8 -12
Fee/participant: 750 EUR
Location: Bucharest
Modelling Sales Behaviours is one of the trainings included in the Sales Management Certificate.
This certification area refers to management, leadership and coaching skills, required for a sales manager. In order to obtain the certificate, one needs to go through four training programs, followed by a test and one hour of consultancy free-of-charge.
In addition to Modeling Sales Behaviors, this level also includes the following programs:
Leading Sales Professionals
Coordinating people who mostly operate independently, motivating them, strengthening the team and achieving a certain level of quality and results, are challenges which put the leadership skills of sales managers to the test. The training proposes an approach enabling the participants to obtain results from their people by relationships and communication, established both at the individual level and at team level.
Managing Sales Teams
A manager’s results depend on the results of the team he/she commands. What should a manager do to increase the performance of his/her sales team? The answer is given by an intensive training which connects the sales system, controlled processes and the individual skills of the subordinates.
Starting 2009, Modeling Sales Behaviors was introduced as a premiere in the open program category in the Academy’s curriculum.
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