Training Catalog 2019 Training Catalog Jan 2019 | Page 27

Coaching and Mentoring
You are in your office looking over your performance report and it
happened again. Your low performing employee failed to meet quota
this month even after you spoke with them about the importance of
meeting goals. This employee has a great attitude and you know they
can do better. You just do not know how to motivate them to reach the
goal. Money used to work, but that has worn off. You are baffled and
you know being frustrated makes matters worse. What do you do?
The Coaching and Mentoring focuses on how to better coach your
employees to higher performance. Coaching is a process of relationship
building and setting goals. How well you coach is related directly to how
well you are able to foster a great working relationship with your
employees through understanding them and strategic goal setting.
Course Outline:
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Defining Coaching and Mentoring
Setting Goals
Understanding the Reality
Developing Options
Wrapping it All Up
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The Importance of Trust
Providing Feedback
Overcoming Roadblocks
Reaching the End
How Mentoring Differs from Coaching
Coaching Salespeople
Coaching is not just for athletes. More and more
organizations are choosing to include coaching as part of
their instruction. Coaching salespeople, when done
correctly, will not only increase sales, it will have a
positive impact on the community and culture of a
company. The benefits of coaching salespeople are
numerous and worth exploring.
With our Coaching Salespeople workshop, your participants will discover the specifics of how to develop
coaching skills. They will learn to understand the roles and responsibilities of coaching as well as the
challenges that coach’s face in regards to working with salespeople.
Course Outline:
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What Is a Coach?
Coaching
Process
Inspiring
Authentic Leadership
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Best Practices
Competition
Data
Maintenance Strategies
Avoid Common Mistakes