Introduction to the course
Train the Sales Trainer Core Values
FREE PREVIEWAbout Your Tutor Chris James
The Sales Coaches Award Assessment Criteria
The Sales Mentoring and Coaching Handbook
Log Book - The Sales Coaching and Mentoring Course
Download: Action Planning Drafting Tool
How to use this course
The Sales Mentoring and Coaching Standards 2024
What is a mentor?
What is a Mentor
Who is a Mentor Quote
What is Sales Mentoring
Sales Mentoring
Mentoring Quote
What is self-awareness?
Self Awareness
Self Awareness Quote
Self Awareness
Improving Self Awareness
Mentorship can feel intimidating — but it shouldn’t!
What are the benefits to being a mentor?
The benefits of being a Mentor
What are the benefits of being mentored?
The benefits to the mentee
What are the qualities you are looking for in your mentee?
Pairing the AE with the right SDR
Work Colleagues Quote
What Makes a Great Mentoring Relationship?
Working with people we care about quote.pdf
The key elements of a great mentoring relationship part 1
The key elements of a great mentoring relationship part 2
It is important to plan your first meeting with your mentee?
Managing your first meeting
Friend for life Quote
What is a 'Live Issue'
Dealing with Live Issues
Live Issues on the Sales Floor
Working with Live Issues
Anticipating and Dealing with Live Issues
Case Studies
Case Study 1: The Distracted SDR Who Lacks Focus
Task: Write Down 5 Possible Causes of Being Easily Distracted or Lacking Focus
Causes of being easily distracted or lacking focus
Task - Write down 5 specific strategies for helping Jenna
Dealing with SDRs with a lack of Focus
Case Study Two: John thinks he is an expert and wants you to know.
Causes of Confrontation.
Causes of confrontation between mentor and mentee?
How to build a relationship with the Know It All
How do you build a relationship with John and make him feel part of the training?
Case Study 3: The SDR with Social Issues
Write down three causes of Social Issues and Isolation
Causes of Social Issues and Isolation
Write down 3 ways you can support Sally and make her feel part of the team
Helping the SDR with Social Issues
Case Study 4 - The SDR Suffering from Call Reluctance
Call Reluctance Quote
Write down five possible causes of call reluctance and a fear of failure.
Causes of call reluctance and a fear of failure.
Write down 5 specific strategies you can use to help Simon overcome call reluctance and fear.
Confidence is Contagious
Strategies you can use to help the SDR overcome call reluctance and fear.
Failure is Part of the Dance
Case Study 5 - The SDR who can't be bothered
Write down three possible causes of Lethargy - a lack of energy and enthusiasm.
Causes of Lethargy - a lack of energy and enthusiasm.
Write down 5 specific strategies to help Alison change her mindset and get her back on track.
Strategies to help an SDR change their mindset and get them back on track.
Focus Quote
Case Study 6 - The SDR with the monotoned voice
Write down three possible causes of a monotone voice
Causes of a monotone voice
Write down 5 specific strategies To help John overcome his monotone voice.
Strategies to help an SDR overcome their monotone voice.
Case Study 7 - The SDR who is always too busy
Write down three possible causes of stress or big changes in performance.
Causes of stress or big changes in performance.
Write down 5 specific strategies to help Asia become less stressed and overwhelmed.
Strategies to help an SDR become less stressed and overwhelmed.
Stress Quote
Case Study 8 - The SDR who is desperate for promotion after 8 months.
Write down three possible causes of overly optimistic SDRs
Causes of overly optimistic SDRs
Write down 5 specific strategies to help an overly optimistic SDR.
Strategies to help an overly optimistic SDR.
Case Study 9 - Someone doesn’t like your SDR
Write down five possible causes of a breakdown in friendships and the creation of a toxic atmosphere.
Causes of a breakdown in friendships and the creation of a toxic atmosphere.
Write down 5 specific strategies for dealing with toxic colleagues
Strategies for dealing with toxic colleagues
Attitude Quote.pdf
Case Study 10 - The SDR who is crying
Write down five reasons Why people cry at work?
Reasons why people cry at work?
Write down 5 specific strategies on how to deal with someone who's crying at work.
Strategies on how to deal with someone who's crying at work.
Crying Quote
Positive Mental Attitude
Mind Setting
Positive Thoughts Quote
Lesson Objectives
Sales Coaching Logbook
Zig Ziglar Quote
Copy of Analysing Performance
Creating Learning
Giving and Receiving Feedback
Feedback
Zig Ziglar Quote 2
Analysing Performance Method
Analysing Onboarding Performance
Testing
Recording
Phase Analysis Model
Phase Analysis Tool
Coaching Senior Sales Consultants
Qualitative Technique Analysis
Qualitative Technique Analysis
Sales Skills
Definition of a Skill
Sales Techniques
What is a Sales Technique
Assessment Criteria
Junior Sales Consultant Criteria (under one year)
Senior Sales Consultant Criteria (over one year)
Senior Sales Consultant Criteria
Qualitative Technique Analysis Tool
Qualitative Analysis Tool
Task
Bill Gates Quote
Sales Coaching
Vince Lombardi Quote
The Sales Coaching Formula for role play and call listening software (Gong.io, Hubspot, Jiminny, Wingman and Fireflies.ai)
1 to 1 Coaching Models
FREE PREVIEWProviding 1 to 1 Feedback
Psychological Issues in 1 to 1 Sales Coaching
Review Reluctance
W. Edward Deming Quote
An Introduction to GROW
Strengths and Weaknesses
Assessment for Learning Quote
GROW: A Walkthrough
1 to 1 GROW Coaching Template
FREE PREVIEWEvaluating Your Coaching Session
Grow Coaching Evaluation Form
FREE PREVIEWPerformance Profiling and Goal Setting
Download the The Performance Profile - Blank Wheel
SMART Goals Template
Assessment for Learning
Copy of Log Book
Sales Operation Lead, Sales Coach, Women in Tech Exec
