Critical Sales Coaching Skills | Janek Performance Group

Critical Sales Coaching^™ Skills

Learn how to effectively coach the modern salesforce through accurate diagnostics, messaging, and planning for even your most resistant reps.

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Rethink how you coach with Critical Sales Coaching Skills

Today’s salesforce requires new strategies and approaches to successfully coach and develop. To build a high-performing team, your sales leaders need Critical Sales Coaching Skills.

Critical Sales Coaching Skills is a proven coaching methodology that teaches sales leaders to diagnose coaching needs, develop effective individual messaging, and craft action plans tailored to each of their direct reports.

Key benefits of Critical Sales Coaching Skills

After completing this program, your sales leaders will be able to:

Gain the skills to effectively coach sales professionals in attaining and sustaining high sales performance
Quickly discover a process to determine who to coach, what behaviors to coach, and how to coach team members
Create coaching messages that target performance issues to drive behavior change and sustainment
Loop organizational leaders into coaching activity results using a systematic process for tracking and reporting critical coaching activities

Program Objectives of Critical Sales Coaching Skills

Program objectives include:

Discuss the value of coaching to drive performance development and achieve critical business objectives
Examine and apply the M3 Sales Coaching System to establish a consistent and high-performing coaching culture
Determine who to coach and how to prioritize coaching efforts
Determine what to coach by identifying performance gaps between current performance and desired performance
Plan for and execute highly effective coaching conversations by tailoring messages to critical issues
Implement a proven performance management strategy to sustain results long-term

Sales Training Delivery Options

Critical Sales Coaching Skills can be delivered in a variety of ways:

Onsite Instructor-Led Sales Training

This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world.

Virtual Instructor-Led Sales Training

Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology.

Blended Training

This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction.

Train-the-Trainer

Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery.

Janek’s training implementation approach

Our training implementation is guided by a proven world-class approach.

Analyze & Plan

Before we deploy training, we take time to understand the current state of your organization. This situational fluency enables us to plan for successful training implementation.

Tailor & Prepare

With a foundational understanding of your organization, we can customize our services and materials to ensure our training delivers the greatest possible results. While we prepare the training, we’ll also help make sure everyone on your team is ready to receive it.

Learn & Practice

Janek training gives your managers and salespeople the opportunity to learn new skills and practice them in group workshops and role-playing sessions. We offer flexible training delivery — choose between instructor-led classroom, instructor-led online, train-the-trainer, eLearning, or a blended approach.

Assess & Report

Post-training, we take the time to understand the outcomes of our work together, then report on performance improvements and ROI. We’ll use this opportunity to identify any new roadblocks that have arisen and create a plan to overcome them.

Sustain & Reinforce

Research shows that without reinforcement, 87% of new knowledge and skills are lost within 90 days. Janek offers several options for training sustainment that transform short-term improvements into long-term solutions, including Xpert (our desktop and mobile app), TOPS (a sustainment playbook for managers), and ongoing sales coaching.

Hear what our clients say about us.

“Janek’s sales training scored very, very high while internal surveys and business results have shown that Janek’s training is successfully being adapted by our salesforce.”

Donnie Purto, Sr. Director of Sales Training

Natera

“My expectations with working with Janek has been exceeded. I’ve been really happy with the partnership and it’s great to have them in my corner.”

Bret Nelson, Director of Sales Strategy

IHS Markit

Supporting services

Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.

Customization

Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.

Reinforcement

Take advantage of our turn-key and hands-on training reinforcement solutions.

Measurement

Validate training effectiveness in terms of performance improvement, business results, and ROI.

Xpert

Use a technology solution to reinforce training in a convenient and fun format.

Download the Critical Sales Coaching Brochure

Download the brochure

More information about the Critical Sales Coaching Skills program is available in this downloadable PDF

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Featured Insight: How to Be a High-Performing Sales Leader in Today’s Marketplace

The sales landscape is changing faster than ever. As sales professionals strive to be more sophisticated, the challenge is greater for sales managers and leaders to understand the changes in the selling industry and equip their teams with the tools and skills they need to remain successful.

This white paper reveals the distinguishing characteristics of best-in-class sales leaders and the actions they take that set them apart.

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