- Selling Business Outcomes
- Articulating Business Outcomes
- Coaching the Value Assessment Methodology
- Selling Business Outcomes Refresher
- Selling Business Outcomes For Marketing
- Skill Development
- Account & Opportunity Planning
Coaching the Value Assessment Methodology
Description:
While learning takes place in the training, behavior change takes place on the job. Sales managers play an essential role in ensuring, encouraging, and enabling new behavior. Coaching The Value Assessment Methodology is a 1-day workshop that teaches the fundamentals of developmental coaching and specifically how to apply them to Value Assessment. At the start, there will be a brief review of Selling Business Outcomes to ensure baseline knowledge required for coaching.
Duration:
Approximately 6 hours (or 1 day)
Always Customized:
Customization is carried over from your original version of Selling Business Outcomes
Intended Audience:
All managers with the responsibility for the performance of people applying the Value Assessment Methodology. It is prerequisite to have taken Selling Business Outcomes.
Participants will learn to:
- Distinguish the fundamentals of effective coaching, including: keys to being a coach, who to coach, how to coach, why to coach
- Understand the quantifiable impact of coaching
- Turn evaluative feedback into a developmental feedback approach and coaching opportunity
- Utilize and leverage the Pretium Partners 5-Step Coaching Model for any coaching situation
- Apply quick coaching for situations when time is limited
- Employ the essentials of coaching and identify the most common value assessment scenarios that require coaching, and how to utilize the coaching tools to address them
- Instill the right coaching behaviors through Interactive activities, including a coaching role-play
Tools:
- Pretium Partners 5 Step Coaching Model
- Value Assessment Coaching Checklist
- Business Case Coaching Checklist
- Selling Business Outcomes course tools
Learning Progression:
All participants will receive a pre-work document approximately 10 days prior to the workshop, and Pretium is available post workshop to “coach the coach” as needed.