Sales Management & Coaching (SMC) is a specialized training program for sales managers that enables them to forecast future sales accurately, manage sales team pipelines, review opportunities, develop individual sales professionals’ skills, and provide insightful opportunity coaching to win more business.
SMC is based on a repeatable process for sales diagnosis, managing by exception and coaching, and includes supporting management and skills development tools.
Standard version vs. Customized version
The standard instructor-led SMC training workshop is a one-day program, but it is modular and can be tailored to the unique requirements of each client.
Multiple Delivery Modality Options
SMC can be learned through live instructor-led training (ILT) workshops, via virtual instructor-led training (vILT) sessions, or online through on-demand eLearning and video-based content. We find that a blended learning approach that incorporates a mix of delivery modalities produces the best results.
Sales Management & Coaching provides managers with a repeatable, easy-to-master process for quickly reviewing their team’s sales pipelines and opportunities, provide meaningful and objectively-based coaching, and improving sales team skills. The outcome of this process is complete visibility and accuracy on sales pipeline quality, resulting in much more accurate predictions of future sales. This improvement in forecasting enables executives to make better decisions about the use of company resources, thus reducing costs and improving profitability.
For more information about the training content, you can download our Data Sheet which includes a topical agenda.