Coaching Strategies for Sales Leaders

Every great professional, whether it’s an athlete, musician, businessperson or educator, achieved success because of a great coach. Many sales organizations go in the wrong direction because they focus on micromanagement. They create a culture where people are afraid to lose which means they take a defensive position with most customers.

Author, sales coach and speaker Jason Forrest believes that to be a better coach, you must master the three P’s of sales: people, process and pitch. In this course, you’ll learn why so many sales reps don’t earn equal to their potential. You’ll find out why it’s critical to get permission to lead your sales professionals.

You’ll discover the steps to building a great sales team and how to hire the right salespeople. Once you have those players on your squad, you’ll learn how to sustain the energy that brought the new hire to your door. Forrest challenges you to up your game in the art of holding people accountable. By the end of this course, you’ll understand how to make it acceptable for every rep to be a victor.

WHAT YOU'LL LEARN

• The two truths of success.
• How to release a sales professional’s inner potential.
• Four reasons people don’t make “worth it” money.
• Why you can’t treat your reps as “broken.”
• How to develop an accountability playbook.

• Section 1 Two Truths of Success
  • Download Course Workbook
• Section 2 The Three P's of Sales Coaching
• Quiz 1 Test Your Knowledge

• Section 1 Release Their Inner Potential
• Section 2 Test Their Instinct and Teach the Gap
• Quiz 2 Test Your Knowledge
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• Section 1 Four Reasons People Don't Make 'Worth It' Money
• Section 2 Why You Must Change Their Perspective
• Quiz 3 Test Your Knowledge
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• Section 1 Don't Treat People as Broken
• Section 2 Hold a 'Get Permission' Conversation
• Quiz 4 Test Your Knowledge

• Section 1 Strategize Before the Sale

• Section 1 Don't Lock On to a Resume
• Section 2 Look for These Beliefs
• Section 3 Sustain the New Hire's Energy
• Quiz 6 Test Your Knowledge
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• Section 1 Develop an Accountability Playbook
• Section 2 Great Performances Start in the Huddle
• Quiz 7 Test Your Knowledge

• Section 1 Avoid Creating a Defensive Culture
• Section 2 Make It Acceptable to Be a Victor

• Certificate

As a sales professional, author, speaker and sales coach, Jason Forrest helps sales professionals increase sales and retention rates. Each year, he delivers 100 keynotes and conducts 850 group coaching calls with sales teams, sales managers and executives. He pushes sales organizations to become the bet versions of themselves. He is the Chief Sales Officer of Forrest Performance Group and is the author of Leadership Sales Coaching.