TOPS^® Sales Coaching Playbook

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

• Seamlessly implement reinforcement and coaching practices within your organization, using the TOPS approach
• Have available easy-to-use and flexible tools designed to ensure sustainability of learners’ new sales skills and best practices
• Choose from a variety of tools that promote leadership involvement, manager and peer coaching and reflective activities that allow for team members’ self-learning
• Put into action a strategic approach to help ensure ongoing team member engagement, behavioral change, and increased sales success.
• Help ensure higher ROI on training by tying formal classroom learning to informal learning opportunities happening on the job

• Examine and discuss the TOPS framework and supporting toolkits
• Create a strategic plan for using the TOPS approach within the workplace
• Select and utilize the necessary tools to reinforce and coach team member performance using a four-tiered approach:

1. 1. Team Meetings: Guides, worksheets, and tools to effectively run team meetings where the leader reinforces sales skills and encourages group learning and sharing best practices
   2. One-on-One Sessions: Guides, worksheets, and tools allowing leaders to coach sales professionals in a one-on-one environment
   3. Peer Refreshers: Worksheets, recommendations, and logs that encourage team members to support each other, share ideas, and challenge each other to higher performance
   4. Self-Study Activities: Worksheets, recommendations, and logs that provide an individualized plan for each sales professional to strengthen their sales skills