We've Coached Literally Thousands of the Top Salespeople Around the World, And Here's How You Can Too

Coaching is the fastest way to move the needle on individual performance. It has been mischaracterized as time-intensive, abstract, something leaders are born with or not. It has been complicated by management consultants and their slide decks. It's been over-engineered by software companies and their apps. And it's been inconsistently performed by most sales managers. Not anymore. It's time to dispell the myths and break this crucial activity down to an easy framework.

Here Is the Real Reason Why You Aren't Coaching Your Sales Team

Coaching separates great teams from average

It's tedious. Imagine you've got an hour open on your calendar. You can sit down with a salesperson who is struggling and try to sift through the weeds and make an impact. Or you can roll up the sleeves on a demo with a rep who is looking to close a deal. Most managers would choose the deal any day. Coaching is usually viewed as a time-intensive, unstructured, awkward interaction that sits on the back burner for managers. Until now.

5 FAST(!) Coaching Secrets You Will Use For Immediate Results

Learn the framework used by the best sales coaches

OK, you know it's not rocket science. But coaching has definitely gotten harder. Maybe it's because teams are detached, the business is changing, or those sales goals which won't stop. Regardless, you've got to do something quickly to keep up. We've got you covered with the perfect five-step framework you need to easily coach your team to the next level.
The Five Secrets of a Sales Coach

You'll learn how to:

Our guarantee is that

  • Identify the challenges that are most impacting individual performance

  • Determine the best coaching conversation based on the challenge

  • Map a powerful path to success for your sales rep

  • Navigate easy action plans that get done without delay

  • Ensure that your expectations are clear and communicated consistently

  • Create a culture of ongoing accountability without formal meetings

  • Make your coaching interactions highly productive and frictionless

  • Help your reps to consistently improve...quickly

  • Get precious time back in your day!

Course curriculum

  • 01

    Intro

    • What is CLU?

    • Bloom's Taxonomy and Learning Design

    • Assets: What, Why, How to Use?

    • Assets: What, Why, How to Use?

    • Ignite, Frameworks/Acronyms, Application, Repetition, Reinforcement, You

    • Other Resources: Books, MasterMind Group, Office Hours

    • EXAMPLE: How to Identify Your Why

    • Your Turn: Your Why: Three Behaviors You'd Like to Influence

  • 02

    The 6 Elements of Management

    • Why Six Elements of Management?

    • What is Leadership?

    • What is Hiring?

    • What is Training?

    • What is Accountability?

    • What is Mentoring?

    • What is Coaching?

    • YOUR TURN: Evaluate Where you Are Spending Your Time Today

  • 03

    Triangle Use

    • How is the Triangle Used in Coaching?

  • 04

    Reason: Unlocking Rapport

    • Why Establish Rapport?

    • How to Measure Rapport with S.C.A.L.E.

    • EXAMPLE: SCALE Drivers in the Coaching Relationship

    • YOUR TURN: Evaluate Your Team Rapport

    • FRAMEWORK: SCALE

  • 05

    Reason: Prioritizing Opportunities

    • How to use the Priority Path to Identify Opportunities to COACH

    • EXAMPLE: Priority Path Dialogue

    • YOUR TURN: Try the Priority Path on a Sales Rep

    • FRAMEWORK: Priority Path

  • 06

    Reason: Questioning Techniques

    • Why do the best coaches use questions?

    • What are the most effective Questioning Techniques?

    • What is Active Listening?

    • EXAMPLE: Active Listening Techniques

    • How do you Ask an Uncomfortable Question?

    • YOUR TURN: Time to Try Active Listening Techniques in the Wild

  • 07

    COACH Framework: Changing Behavior

    • Why Behavior Change?

    • When to COACH?

  • 08

    COACH: Challenge

    • Identifying the three types of Challenges leading to MAStery

    • What is a Mindset Challenge?

    • EXAMPLE: Mindset Challenges

    • What is an Activity Challenge?

    • EXAMPLE: Activity Challenges

    • What is a Skills Challenge?

    • EXAMPLE: Skills Challenges

    • YOUR TURN: Identify the Challenge

    • FRAMEWORK: MAStery

  • 09

    COACH: Outline

    • Why Identify a Path to Success?

    • 7 Steps to Success

    • EXAMPLE: Outlining the Path to Success

    • YOUR TURN: Outline the Path to Success

    • FRAMEWORK: Outline Path

  • 10

    COACH: Action

    • Why is Action Vital to the COACH conversation?

    • The Cognitive Behavioral Therapy Model

    • SMART Goal Setting

    • EXAMPLE: SMART Goal Setting

    • YOUR TURN: Set a SMART Goal

    • FRAMEWORK: SMART Goals

  • 11

    COACH: Consequence

    • Why include Consequences in a COACH Conversation?

    • Why include Consequences in a COACH Conversation?

    • What Specific Consequences Do You Discuss?

    • EXAMPLE: Consequences in the COACH Conversation

    • YOUR TURN: Define a Consequence

  • 12

    COACH: Hold Accountable

    • Why Must You Hold Sales Reps Accountable?

    • Why Must You Hold Sales Reps Accountable?

    • Why Must You Hold Sales Reps Accountable?

    • The 3 Elements of Accountability

    • EXAMPLE: How to Hold Accountable in the COACH Conversation

    • YOUR TURN: Define an Accountability Contract

  • 13

    COACH: Hold Accountable

    • Why Must You Hold Sales Reps Accountable?

    • Why Must You Hold Sales Reps Accountable?

    • Why Must You Hold Sales Reps Accountable?

  • 14

    Resources: How to Uncover Willingness & Ability

    • MIndset: Why Salespeople Fail Change Behavior

    • Resource Technique: Previous Experience

    • EXAMPLE: Using Previous Experience to Uncover Resources

    • Resource Technique: Social Proof

    • EXAMPLE: Using Social Proof to Uncover Resources

    • Resource Technique: Disqualifying Question

    • EXAMPLE: Using Disqualifying Questions

    • YOUR TURN: Challenge Yourself to Uncover Sales Rep Resources

  • 15

    Resistance: Changing Behavior

    • Why Doesn't Behavior Change?

    • What is Reactance? How do we Manage it?

    • EXAMPLE: Using Techniques to Manage Reactance

    • What is Skepticism? How do we Manage it?

    • EXAMPLE: Using Techniques to Manage Skepticism

    • What is Inertia? How do we Manage it?

    • EXAMPLE: Using Techniques to Manage Inertia

  • 16

    Managing COACHing Meetings

    • Why is Consistency So Important in COACHing?

    • Upending the Typical Conversation

    • Start every Meeting with a P.L.A.N.

    • YOUR TURN: Write Down Your PLAN for Your Next COACH Opportunity

    • FRAMEWORK: PLAN

    • EXAMPLE: Typical Meeting & Meeting with a PLAN

    • End Every Meeting with a Velocity PLAN

    • EXAMPLE: Typical Meeting Ending & Meeting Ending with a VPLAN

    • How VPLANs Create Velocity in COACHing

    • YOUR TURN: Write Down Your VPLAN for the Same Meeting

    • FRAMEWORK: VPLAN

COMPLETE SATISFACTION GUARANTEE

We are in the business of helping you to reach your goals

If you finish a class and find that you are not completely satisfied with the value of the content you have paid for, send us a note describing why you are disappointed and we will cheerfully issue a full refund. That's how confident we are in this course.

Instructor(s)

Instructor Bio:

Hilmon’s 20-year track record of impressive revenue growth at companies ranging from startup to Fortune 500 has made him sought after by the fastest-growing companies in the world. He is recognized as a bestselling author and award-winning trainer. He thrives on growing individuals, teams and companies using scalable frameworks.

Hilmon Sorey

Managing Director

Instructor(s)

Instructor Bio:

Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, bestselling author, and a dynamic keynote speaker who has spoken all over the world. He’s passionate about making sales accessible, actionable, and scalable.

Cory Bray

Managing Director

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