Sales Team coaching – Business to Business (B2B)

What is that?

The coaching programme is designed for a team of salespeople who work in a company whose transactions in the market are mainly Business to Business (B2B); this programme can be adopted in various markets.

In general, the company who employs this programme intends to improve the performance of its sales force pursuing specific goals:

• increasing its commercial presence in the market;
• strengthening sales processes, with particular attention to budgeting, forecasting, and sales objectives;
• improving product knowledge and presentation techniques;
• reinforcing skills related to sales negotiation;
• limited impact on the daily work of the people involved.

Structure and tools

The coaching programme concerns a variable number of salespeople (from 4 to 8 usually), and can focus on the following points:

• design and implementation of a sales planning and management system focused on monthly forecasts, deviation analysis, and corrective actions;
• definition of a portfolio management strategy;
• verbal and non-verbal communication techniques;
• presentation techniques;
• methods for preparing and managing business meetings;
• negotiating skills;
• other.

The duration can be variable: usually, the coaching period does not exceed eight months.

The coaching programme is co-designed by the coach, the sales manager and the HR manager; the latter can regularly check the progress, suggest and share ideas.

At the end of the programme and during critical moments, the coach will provide a report regarding progress and the results of the work performed by the team.

The coaching programme can rely on different tools:

• group and individual coaching sessions;
• e-learning courses created by the coach to learn about specific topics faster. The salespeople take the courses autonomously;
• individual work on articles, books and films related to the plan;
• exercises and role-play in line with the goals of the programme.

Do you find this coaching programme interesting? Contact me using the form here below.