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SpectraComm
Coaching Workshops
&
Implementation Tools

Programs for Sales Managers

Program

Description

Application

Coach 4 Success

Full Day Workshop
Foundational workshop covering all aspects of coaching. Focuses on coaching advanced selling skills.

Anyone who conducts field rides or supervises others should attend this course.

Feedback 4 Success

˝ Day Workshop
Addresses the more difficult conversations when not making progress. Counseling is also addressed.

To deepen and focus on the skill of behavior based feedback.

The Coach Approach

˝ Day Workshop
Learn to adjust coaching approach based on expertise and enthusiasm in skills as well as thinking styles of representatives.

Build trust by adjusting the coaching approach to each representative.

Write 4 Success

˝ Day Workshop
Analyze and practice writing field contact reports that focus on the future and provide clear steps to get there.

Applying the feedback model at a written level. Help managers use written feedback to improve performance.

The Decisive Manager

˝ Day Workshop
Managers learn problem-solving and decision-making skills to increase their business acumen.

For managers who want to better understand the issues they face and make better faster decisions.

Planning 4 Success

˝ Day Workshop
A four-tiered thinking process designed to provide breakthrough results with district and account planning.

District business planning.

Collaborate 4 Success

˝ Day Workshop
Managers learn to solve conflict with others by understanding the source of the conflict and aligning on success first before solutions.

To address specific conflict situations and transform them to collaboration.

Coaching Implementation Support Options

Item

Description

COACH YOURSELF 4 SUCCESSTM

Certify managers to deliver a 4-hour Coach Yourself 4 Success problem solving, accountability, and self-coaching program to intact sales team. Significant emphasis is placed on defining success and adopting the mindset and behaviors to achieve it. Participants learn to recognize the gap between their current situation and success, identify the source and factors that they can control, and take consistent action leading to better results, faster.

180° ASSESSMENT AND DEVELOPMENT PLAN

180°assessment based on the VELOCITY best-in-class coaching skills. This intervention is customized for specific client needs and can be, for example, conducted pre-workshop, during and post developmental time period and or as part of an ongoing manager development plan. Processes are put in place to ensure execution of the plan.

COACH 4 SUCCESSTM ONLINE

Interactive web-based 5-hour course covering all the key concepts in the one day workshop.

AUDIO CD SERIES

6-CD Coach 4 SuccessTM audio series to be distributed to the Field Management force.

30, 60, 90 COACHING CALLS

Series of three conference calls or webinars designed to reinforce the skills and embed the coaching behaviors while addressing real world successes and challenges faced during field work. Facilitated by certified Coach 4 Success coaches.

COACHING VIDEO

Video demonstrating best-in-class coaching using 4S, feedback, and conflict resolution including debrief and facilitation suggestions.

SKILL BUILDER WORKSHOPS
6-VOLUME SET

Series of six 1-hour skill building sessions to reinforce critical skills and practices of Coach 4 Success and apply them to solving specific business issues.
Includes:

  • Turnkey step-by-step leader’s manual allowing for facilitation by client.

  • Slides, participant materials, pre- and post-work between sessions.

  • For delivery at managers’ meetings or via conference call.

E-MAIL REINFORCEMENT OF KEY PRINCIPLES

E-mail reinforcements for field application:
12 e-mails organized sequentially covering the content from Coach 4 Success with application exercises.

ONE-ON-ONE COACHING

One-on-one coaching support and application.

  • Working with an experienced, certified mentor coach; two sessions per month for three months.

  • Apply key principles to an individual’s specific business issues.

To find out more about any of our programs, please email us at Spectra@Spectracomm.com.