Coaching Skills
About the course
The challenge to a coach manager is to know which situations call for which approach and to be able to move skillfully from one mode to another. Studies indicate that sales coaching can increase sales rep’s performance by up to 20%. Also 87% of sales rep’s training is lost without good follow-up and coaching by their manager.
After participating in this course, you should be able to:
- Know what is coaching
- Know what is counseling
- Counseling scenario
- Understand how to improve your reps’ performance.
- Understand how to develop your reps.
- Understand how to use different coaching styles.
- Practice different coaching styles.
- How to motivate your medical reps.
- How to practice tactical coaching (field coaching)
- How to practice strategic coaching (GROW Model)
Course contents
- What is coaching?
- Management versus coaching.
- Counseling
- Mentoring
- Coaching benefits
- Coaching process
- Coaching styles
- Motivation
- Field coaching
- GROW Model
Program Content
Session 1
-
Coaching introduction
57:43 -
Coaching PDF
Session 2
Session 3
Session 4
Session 5
Session 6
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