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Coaching New Business

Coaching New Business is designed to help sales managers simplify and accelerate Target account development.

Accelerate Target Account Development

There are many things that make a great sales manager—one of those being the consistent coaching of the behaviors that lead to new business. It’s so easy for a salesperson to get pulled off track by the urgencies of the day and easy for a busy manager not to notice the seller is off track until they have a couple of bad months. 

Coaching New Business is designed to help sales managers simplify and accelerate Target account development. We will help managers understand the actions needed to get salespeople developing more new business consistently. 

This program incorporates coaching, learning, and application of the steps that need to be taken to effectively close Target account business. Each manager that participates will work with two sellers, following a weekly action plan to accelerate Target account development.

What is Included in Coaching New Business

  • 1-day Onsite Workshop 
  • Distance Meetings 
  • Individualized Coaching 

Since our focus is more on sales managers, we will have less direct interaction with sales people. They will participate in distance meetings and online learning, but the emphasis for sellers is on selling.

Length of Program

The entire program spans 5 months. Each sales manager enrolled in the program will work with two sellers who report directly to them, but will be able to apply the lessons across all their people.

Sample Schedule

Topics covered:
Coaching New Business Orientation 
Informing Your Sellers 
Finding and Selecting Prospects
Selecting Target Accounts
Live Coaching Workshop
Hourglass Needs Analysis
Nailing the Assignment
Moving to Solutions
Developing Solutions
Brainstorming and Partnering
Ensuring Results
Getting That First Appointment

Schedule

There are no public workshops scheduled at this time.
Contact your consultant to schedule a workshop for your company.