This module is designed for sales managers who need to improve their subordinates’ competence, confidence and performance. Coaching is a powerful management tool that links directly to real work issues and problems and resolves them on the job.

Coaching skills and attitudes apply to many different aspects of a manager’s role and help the manager make timely and effective decisions to improve the overall performance of all staff.

Program Contents

• When to use Coaching
• Coaching Styles
• The Coaching Process
• How to Conduct a Coaching Session
• Questioning Technique
• Key skills, Knowledge and Attitudes of Effective Coaches
• Applying Coaching Skills to Participants’ current Problems
• Coaching Practice using Role Playing and Personal Feedback
• Diagnosing People Problems
• Understanding Work Motivation
• Changing Peoples’ Attitudes
• Managing Individual Change
• Dealing with Emotion and Comfort Zones
• Post Program Assessment

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