technical coaching for sales managers

Technical Coaching for Sales Managers™ (TCSM) is an intensive 2-day program designed to help managers of specialists or highly competitive primary care and key account sales teams to be better at coaching in a range of challenging representative and specialty customer or key account selling situations. After a brief review of the company’s desired coaching methodology, TCSM works with real selling and coaching challenges to take the participants through a graduated level of challenges. TCSM significantly raises sales managers’ ability to differentiate between competencies, skills development needs and behavioral challenges and to coach appropriately.

learning objectives

•Understand your technical coaching strengths and weaknesses as a sales manager, as perceived by you and your sales team

•Be able to coach sales representatives on how to differentiate good and weak examples of selling and other technical aspects of customer development

•Ensure that those new to healthcare selling have a great initial experience and accelerate their productivity in specialty sales

•Learn how to handle problem representatives appropriately, based upon actual experiences or difficulties, consistent with company HR policies, competency models and practices

•Be able to return to the job and immediately begin to improve one’s own effectiveness as sales manager, coach and leader

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