Coaching Skills - Course Overview

This programme provides delegates with the skills and knowledge required to coach sales people through to effectiveness. The course contains the right mix of theory, role-play and discussion enabling delegates to leave the programme with the ability to coach their personnel in the adoption of new processes and procedures.

Course Content

• Coaching theory
• Unlocking latent potential - Johari's Window
• Personal power Vs personal paralysis
• Fundamentals of coaching
• Preparation & Planning
  • Learning Styles
  • Learner Preference
  • Assessment knowledge, skills and attitude
• Practical Coaching
• Feedback and Praise - Conscious Competence
• Body Language
• Conflict Management
• Assertiveness
• Problem solver Vs Coach
• Difficult People

Who Should Attend

This course is suitable for managers & leaders involved in the coaching process within your business. From first time coaches to experienced personnel, this programme will catalyse the ongoing learning from the Sales Academy.

Course Objectives

After attending the course the participants will have the ability to:

• Understand the role of coaching and its importance
• Identify a training need
• Identify the learning and behavioural styles of people
• Prepare a one to one or group coaching session
• Coach individuals using empathy and assertiveness
• Deal with conflict within the coaching arena.
• Motivate the individual to the level of self-coaching