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Sales Coaching

What is the programme about?

Many sales managers are promoted because they are good salespeople, not necessarily because they are good managers, and that can seriously affect your performance as an organisation.

Imparta’s Sales Coaching programme is specifically tailored to the sales environment. It allows managers to develop skills and behaviours to ensure coaching conversations drive individual and business performance.

Your managers ‘learn by doing’ through a series of realistic and challenging coaching scenarios, and our follow-through tools ensure that they continue coaching with the right frequency and to the right level.

Who will benefit from this programme?

This programme is suitable for anyone involved in developing others within the sales arena. Typical roles include Sales Managers and Directors, Channel Managers, Commercial Managers and Directors.

What will this programme help you solve?

Imparta’s Sales Coaching programme addresses the following common issues:

  • Underperforming Sales Teams. Sales Coaching can be the difference between underperformance and success. One business measured a 15% increase in sales performance within three months of coaching training with Imparta. Our research shows that improving a manager’s coaching competence by 100% can lead to as much as a 100% improvement in sales performance from the team.
  • Missing Opportunities. Attendees learn how to coach using a series of tools that enable coachees to identify a broad set of business needs and opportunities across the customer’s organisation.
  • Low Win Rates. Attendees learn how to improve their team’s success rates by coaching them to understand and influence the buying decision.
  • Average Performance across Sales Teams. Who to coach is a core question every sales manager in every organisation needs to address. In this programme, attendees analyse who to invest time in, when to do it and how to identify the results across the team.
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Contact us about

Sales Manager Programme

SMP helps managers to identify their key priorities within the context of their organisation, and provides managers with the processes, tools and people skills required to plan strategically and manage day-to-day activities

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Sales Leadership Programme

SLP provides a challenging and insightful journey for your leadership team, giving you the opportunity to work on the business, rather than just in it.

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Sales Coaching

SC develops core skills and behaviours to ensure coaching conversations drive individual and business performance, providing practical tools and techniques to support immediate application

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Strategic Account Management

SAM teaches sales people how to identify the account data that provides the most useful insights, and introduces a clearly-defined process and interactive toolkit to create, track and monitor practical account plans for immediate application

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Commercial Acumen

CA improves the decision-making of anyone involved in acquiring or growing accounts, enabling sales people to achieve and maintain account profitability through greater awareness of key commercial and financial levers

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Negotiating Client Value

NCV echoes the customer-centric philosophy of our award-winning sales methodology, Creating Client Value, building advanced negotiation strategies and skills in the context of the customer’s Buying Cycle – maximising negotiation opportunities whilst strengthening client relationships

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Creating Client Value

CCV gives sales people the skills and tools to explore the client’s business needs broadly and deeply in order to create joined-up solutions that reach across the organisation and deliver maximum value to the business, using Imparta’s proven, award-winning sales methodology

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Consultative Selling Skills

CSS builds upon existing interpersonal skills to establish the fundamentals of consultative selling, even within a high-volume environment. Suitable for both face-to-face and telesales teams

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Tools

  • Explore your priorities

    Explore Imparta’s thinking through the lens of your business priorities

  • Estimate the impact

    Estimate the impact of Sales training to help create a business case for change

  • Design your solution

    Scope out how you could make training stick, using our Capability Building® System

  • Compare vendors

    Clarify your decision criteria & download a customised spreadsheet