Sales Coaching: Turning Salespeople into Champions

via Coursera

Go to class Write review

Details

Go to class

Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Paid Certificate Available
Duration & workload

10 hours 58 minutes
Sessions

Self-Paced
Level

Intermediate
Subtitles

English

Found in

Overview

Google, IBM & Meta Certificates — All 10,000+ Courses at 40% Off

One annual plan covers every course and certificate on Coursera. 40% off for a limited time.

Get Full Access

Based on the book, Coaching Salespeople into Sales Champions, by Keith Rosen. This course provides managers with the essential skills to transform their sales teams into high-performing champions. By mastering strategic coaching techniques, managers can build accountability, improve productivity, and foster long-term team success. The course leverages real-world case studies to provide practical insights and proven frameworks for elevating sales performance. Through this course, you'll learn how to apply the L.E.A.D.S. Coaching Framework to guide salespeople, convert underperformers into top producers, and deliver targeted feedback. The course helps you develop a coaching approach that empowers your team and creates a culture of continuous growth and improvement. What sets this course apart is its focus on immediate application in real-world leadership scenarios. With actionable tools and structured coaching conversations, you will gain the confidence to implement strategies that drive sustainable performance and team morale. This course is designed for sales managers, team leaders, and executives with foundational sales management experience. Whether you’re looking to develop your people or enhance your leadership impact, no prior coaching experience is required. From Coaching Salespeople into Sales Champions Copyright © 2008 by Keith Rosen All rights reserved Published by John Wiley and Sons Inc Hoboken New Jersey Published simultaneously in Canada Used by arrangement with John Wiley and Sons Inc

Syllabus

The Death of Management

In this section, we explore the shift from traditional management to executive sales coaching, emphasizing disciplined frameworks, accountability, and overcoming barriers to drive team performance through intentional, real-world coaching practices.

The Coach's Mindset

In this section, we explore the six universal principles of masterful coaching, emphasizing mindset shifts, self-awareness, and process-driven behaviors to overcome mental barriers and sustain team performance through intentional leadership.

Six Fatal Coaching Mistakes and How to Avoid Them

In this section, we identify six fatal coaching mistakes that undermine sales team performance, emphasizing self-awareness, relationship-building, and corrective strategies to enhance leadership impact and drive measurable results.

Tactical Coaching

In this section, we explore tactical coaching to identify performance gaps, foster personal responsibility, and develop sales champions through targeted, behavior-based conversations that drive measurable improvement and long-term success.

The Seven Types of Sales Managers

In this section, we explore the seven types of sales managers using the Seven Ps framework, emphasizing solution-oriented questioning to enhance team performance and drive effective decision-making in real-world sales environments.

Ignition On! Now They're Inspired

In this section, we apply push versus pull motivation models, design feedback-driven coaching, and use abundance-based communication to foster intrinsic motivation, trust, and sustained sales performance.

Assumptive Coaching and Dangerous Listening

In this section, we examine assumptive coaching and dangerous listening patterns, identifying barriers to effective communication. We apply curiosity-driven techniques to enhance listening accuracy, trust, and feedback quality in professional settings.

Vulnerability-Based Leadership

In this section, we explore how vulnerability-based leadership builds trust, fosters authenticity, and enables psychological safety. By applying coaching techniques, managers empower teams to excel in real-world sales environments.

Facilitating an Effective Coaching Conversation

In this section, we explore how to facilitate an effective coaching conversation by creating a safe, supportive environment where open dialogue can thrive. You will learn how to build trust, ask powerful questions, listen actively, and guide others toward self-discovery and meaningful action. The focus is on fostering clarity, accountability, and growth through structured yet flexible conversations that empower individuals to unlock their potential and achieve their goals.

The Art of Enrollment

In this section, we explore the six-step enrollment conversation framework to foster accountability, drive change, and enhance team performance through intentional, structured communication and compelling written messages.

The Seduction of Potential

In this section, we examine how potential can mislead decision-making, identify abandonment triggers, and apply strategic focus to real-world execution, enabling better resource allocation and progress.

Develop an Internal Coaching Program

In this section, we implement a four-week turnaround strategy using measurable targets and accountability-focused coaching to improve underperforming team members or determine when termination is the best decision within 30 days.