Group Coaching for Sales Managers – Peer Power!

• 
  • Solving problems – Case study “rounds” with peers and an executive coach
• • Developing sales leadership skills: A series of mini sales
  manager workshops with actionable, on-the-job ideas
  • Sharing best practices – Fully debriefed so you can determine what will work for your team
  • Energizing and supporting ACTION – Three-way accountability to yourself, your peers and the coach to define and commit to actions.

For more information about our Sales Manager Roundtables, click here.

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Coaching - It's Not Just For Executives Anymore

Fact:        Only 49% of sales professionals hit their quotas in 2010 

              (compared to 61% in 2008) [Source: CSO Insights, 2010]

Fact:        Sales managers are spending only 21.6% of their time coaching 

               sales reps [Source: CSO Insights, 2010]

Fact:        Each poor performing sales manager can cost a company $10-20                million annually in lost opportunities.  [Source: McKinsey, 2009]

Training without effective, ongoing coaching, delivers a low ROI 

               over time:

• The "half life" of sales training - little more than five weeks. That means that, without reinforcement,   half of what the sales people learn in sales training is forgotten in about five weeks.     [Source: SPI, 2004]

• • The typical training experience has been shown to increase employee productivity only by 20-25%.  When combined with customized training and corporate coaching together however,  employee productivity  grows up to 80% [Source:  Public Personnel Journal, 2006]    
•    
• • While corporate investment in leadership education and development in 2000 approached $50 billion, many of these programs fail to have simple, ongoing accountability and results. [Source Ken Blanchard Companies Survey, 2007]

If coaching is the most critical competency and activity required for a sales manager to be most effective, who is coaching the coach?  Hiring a coach for the coaches in an organization is a very strong ROI move that delivers exponential and lasting results.

And, with sales forces becoming more virtual – the methodology and execution for coaching and other sales management activities needs to adapt and evolve.

How can companies reconcile their need to retain and develop leaders while managing costs and ensuring a return on investment?   One-on-one executive coaching may be the best solution.

Traditional business education programs meet certain development needs but tend to be generic and at times academic. Targeted in-house leadership initiatives help to align leaders with corporate culture and strategy and have the added advantage of building internal networks.  Yet larger/mass internal leadership programs tend to be a shotgun-type approach to development with potentially uneven benefits that are difficult to measure.

One on one executive coaching provides:

• Development that is specific to the individual leader and his or her unique needs.

• Clearly-defined, measurable objectives and outcomes that are collectively agreed to by the boss, the leader being coached and the coach.

• Observable behavioral change and business impact in four to six months.

Create Personal Accountability

Produce Breakthrough Results

If you seek accountability from others, you must be equally accountable for your own personal leadership actions and commitments. We help you ask yourself the same key questions you ask of your team: What actions will I take to move things forward? What can I do to focus my time and resources on those things that will produce the best results? How can I best influence change and lead by example? And we help you keep yourself accountable to the promises you make yourself! 

Group Coaching for Sales Managers – Peer Power!

While many successful business owners and corporate executives are receiving great value and powerful results from coaching or their membership in peer advisory groups, sales managers are beginning to seek similar forums beyond the routine “manager workshops”.

Group coaching for sales managers provides:

• a safe, non-competitive forum for problem solving, sharing best practices, and support in defining and taking action steps towards your goals

• tools for success both from peers in similar roles and an experienced coach

• a cost-effective alternative to hiring a personal executive coach

For more information about our Sales Manager Roundtables, click here.

Individual Coaching for Sales Managers and Executives

Kick your personal leadership accountability into high gear – consider individual coaching to take your leadership effectiveness to extraordinary levels! Perfect sales and service manager candidates for individual coaching are those who are:

• Eager for facilitated self-assessment

• Motivated to uncover opportunities for growth and make powerful changes

• Committed to action

• Want to WIN!

Contact Diahn to request a complimentary 30 minute coaching

session and see if individual coaching with us is right for you! Call us at 614.882.2315 or e-mail Diahn at dhevel@hevelandco.com.