Training is a process, a series of steps designed to improve performance and facilitate strategic ends. Without coaching 87cents of the training dollar will be lost. There are several studies to suggest that a systematic combination of training and coaching will contribute to sustainable revenue increases of over 35%.
Coaching is the principle tool for improving sales effectiveness. The key is to develop
coaches who understand the fundamental coaching strategies, how the learning process
works, and how to consistently implement those principles over time. Our Field Coaching
Programs turn your managers and trainers into catalysts of change—enabling them to
inspire new, effective behaviors in those they mentor.
These programs visit the fundamental principles of coaching
and address some of the challenges coaches face in the role:
The Coaching Process
Questions that Promote Learning
Providing Feedback
The Coaching Checklist
Developing Behavioral Change Plans: The Coaching Letter
