Coaching the IMPAX Process

COURSE DESCRIPTION:

One of the most critical factors in your sales organization's performance is the management you have chosen to lead it. After all, one of the biggest determinants of a salesperson's success is the coaching they receive. Sales managers are incredibly important, and yet not all are trained or expert on how to coach effectively to a sales process. 

To drive your team's sales process internalization, activity, and overall performance, consider IMPAX's Coaching the Sales Process program. This hands-on workshop covers the full spectrum of coaching excellence.
 

COURSE OBJECTIVES:

Participants will build actionable capabilities to immediately increase productivity with focus on:

• Assessing coaching capabilities and style
• Coaching strategies for different stages of the sales process
• Conducting effective individual coaching sessions 
• Identifying opportunities for hands-on coaching
• Reviewing potential pitfalls and techniques to avoid 

• Analyzing and role-playing challenging sales coaching situations

   

COURSE TOPICS:

• Importance of Coaching
• Coaching Self-Assessment
• IMPAX Process Review
• Supporting & Positioning the Process
• Coaching Opportunities
• Coaching to the IMPAX Process 
  • Research Meetings
  • Business Fit Messaging
  • Relationship Strategy
  • Presentations
  • Gatekeepers/Procurement
• Coaching Strategies
• Handling Objections and Misperceptions

• Coaching Situations & Challenges

   

TRAINING AUDIENCE:

Managers with direct responsibility for sales representatives, account managers, or contractors/agents.
 

TRAINING DELIVERY:

Method of Instruction: This course is an instructor-led application workshop. The instructors are experienced sales leaders who have faced the same realities as the participants. Participants will actively develop a real customer opportunity that will be ready for immediate implementation.

• Application Workshop:  The live application workshop consists of 1-2 days (in-person) or 3-5 virtual sessions. This workshop is delivered through an engaging, live facilitator experience. Attendees identify a real opportunity in their pipeline to generate activity for during the workshop. They will apply learnings throughout the application workshop.