How do you elevate an additional 30% of your sales team from under performing to on or over target? In business it is tempting to gravitate towards spending time with the top performers, however this will not produce the biggest impact on your bottom line. The key to managing top performance is coaching the people with the right attitude who are struggling to gain traction.
This module equips the Manager with the necessary skills and techniques to coach his / her people to their optimum levels of performance.
Key Deliverables / Outcomes
- Comprehensive coaching framework proven to deliver outstanding results
- Empowers the manager to implement the changes required to drive performance
- The ability to quickly identify weaknesses and skills gaps in sales teams and coach their people to the required performance levels
Summary Agenda
- Management coaching case study
- What makes a good manager?
- The Longley Change Model as a Management Tool
- Identifying team behaviours and moving your team into 'renewal'
- Managing People to Perform
- What needs to be in place for people to be effectively coached to perform over an extended period of time?
- Opportunities to Coach - When and where is the best time to coach your people swiftly and effectively?
- Introduction to the Longley Coaching Framework including the Longley Coaching PPP
- Preparation & Setting Expectations
- Giving & Receiving Feedback
- Reviewing Performance & Testing Understanding
- Client visit simulation
- Set Personal Action Plans
Every delegate who attends this programme will be given the opportunity to practice and perfect the skills covered, enabling them to become more successful in less time.
Related Links
» Coaching & Mentoring
» Interim Management
» Introduction to successful Management
» Managing Change
» Recruiting the best
» Training Needs Analysis (TNA)
