CMP Course Catalogue - Course Outlines

"Foundations of Sales Coaching"

Course type: Skill Building
Accredited Educational Partner: VERO Group Inc.
Designed for: Leaders who want to develop their coaching skills
Delivery Format: Self study, self assessment, teleconference calls
Time Required: 40 hours
Cost: $1,000 ($895 + 5 conference calls at approx. $20 each)
CMP Credit: 1.0
CE Credit: TBA
Languages: English, French (TBA)

COURSE OBJECTIVES:
Foundations of Sales Coaching will increase organizational growth through the individual growth and development of team members utilizing high performance coaching skills and strategies. This will create an environment where leadership traits and personal skills can be transferred from one level to another.

COURSE OVERVIEW:

The Importance of Communication in the Coaching Process

• Changing Behaviour
• Observing
• Empathic Listening
• How do questions affect results?
• What types of questions should you be asking?
• When a coach asks a question, what should the coach be doing?
• What is the most effective form of listening?
• What kind of non-verbal (body language or voice) cues might you observe during a coaching session?
• If the communication is perceived as negative – what do you do?
• Should the focus of coaching start with the person or the job?

Conducting One-on-One Coaching Sessions

• What is the agenda of a One-on-One coaching session?
• Should the coach periodically be asking for feedback on their performance?
• What planning and preparation do the coach and individual need to do?
• Is a coach’s role to help people solve problems or to help them discover solutions?
• Dealing with performance issues.

BENEFITS:
Leaders who participate in Foundations of Sales Coaching will:
- Develop and enhance their leadership traits and personal skills needed to develop others.
- Transfer skill sets and develop a motivational results-centered environment.
- Develop team synergy; control stress management, and improve their management dramatically.
- Enhance the communication throughout the organization though effective listening skills.
- Reduce the level of crisis management they experience.
- Deal with conflict more effectively and in a timely manner.
- Create an atmosphere of success, respect, trust, fun and excitement.
- Improve productivity and results.

EXPECTED OUTCOMES:
- Excellent coaching and communication techniques
- Enhanced performance of those who produce organizational results

PRE-COURSE RECOMMENDATIONS:
The completion of a Win/Win Agreement, a program survey plus the first lesson in preparation for the initial conference call.

DELIVERY FORMAT:
There will be 4 weekly conference calls and one 30-day follow-up call set up.

TIME COMMITMENT:
This program contains 5 development modules and requires a total of 40 hours as follows:
- 1 hour of pre-work
- 1 hour for the assessment
- 5 – 90 minute conference calls
- 30 hours of Self Study