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Sales Coaching Certified | Masters
Introduction [10 mins]
Pre-course survey
How to get the most out of this course
Your course pack
Introduction (1:10)
Resource library
Sales coaching overview [35 mins]
Coaching defined (1:55)
Terms & sales coaching defined (4:09)
Where to start? End in mind (1:47)
Assessments (7:10)
Psychological safety, building trust and affective filter concept (7:03)
Four levels of competencies (5:01)
Coaching map and plans (1:28)
Time to reflect
Knowledge check
Bonus Footage
Fireside chat: Stephanie Middaugh
Using data effectively [45 mins]
Using data effectively (0:53)
What is the Sales velocity metric?
Using sales velocity to coach (17:06)
Conversational intelligence tools and data (5:56)
Sales process stages data (3:22)
Measuring the coachee and measuring the coach/coaching program (2:51)
Coursework
Coursework answer
Time to reflect
Knowledge check
Bonus Footage
Fireside Chat: Aligning sales velocity and SE
Coaching styles and approaches [27 mins]
Overview of styles and approaches (1:18)
Autocratic coaching (2:51)
Democratic coaching (1:34)
Holistic coaching (1:51)
Mindful coaching (1:43)
4DX coaching (2:41)
Coursework
Time to reflect
Knowledge check
Building a coaching culture & strategy [27 mins]
Choosing and creating a coaching culture (2:17)
Coursework
Choosing and creating a coaching strategy (1:23)
Creating coaching action plans (4:32)
Enrolling leaders in strategy (2:10)
Time to reflect
Knowledge check
Learning feedback form
Questions, scripts & action items [18 mins]
Power of listening and coaching questions (9:36)
Templates for a coaching session (0:28)
Summary and wrap-up (2:24)
Scorecards and additional resources (1:00)
Time to reflect
Knowledge check
Bonus Footage
Coaching in a work-from-anywhere world
Exam
Exam
Wrap up
Course satisfaction survey
Resource library
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Using sales velocity to coach
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