Our Sales Coaching Programs are designed with a focus on the financial industry.
Choose from these 4 Programs:
Individual Sales Performance Coaching Program – Targeted Intensive Coaching (TIC)
Finishing the Year Strong-Targeted Intensive Coaching (TIC)
When salespeople are behind in annual goals the fourth quarter can be a make-or-break quarter for them. Coaching to performance in this situation requires a laser focus on quick wins, consistent behaviors, and eliminating distractions. The Global IOC TIC process is highly customized and includes no more than three-five behaviors that can be consistently performed and align with current performance measures and organizational strategy. The program takes a systems perspective which leverages past successes, builds action plans and targets key results. This focus balances big picture with core issues while identifying short-term strategies for achievement of goals.
The first week establishes the behaviors expected, creating measurement and plans for enacting those behaviors and then provides guidelines for reporting progress back to the coach. Each weekly one-hour session focuses on leveraging successes, mitigating challenges, strengthening habits, and self-accountability. Individualized coaching is packaged in six, eight, and twelve week sessions.
For more information on customized, individual coaching, please call 800-973-5207. Participants can choose from 6, 8 or 12 week options for coaching.
To enroll in the program, click the Apply button at the bottom of this page.
Sales Leader Coaching Program
How are you using coaching tools to enhance performance, align behaviors with your organization’s strategy and closing knowing-doing gaps? The challenge is that tools only take us so far. How we implement those tools in an environment that brings out the best in direct reports can lead to sustainable, effective sales leadership that cascades through the entire sales organization. Strong teams need sales leaders for inspiration, enthusiasm, focus, and to strategically guide their vision, mission and culture. A strong coach leader is often viewed as one of the most important factors in sales growth yet, many organizations struggle with the development and scaling of coaching and leadership behaviors which results in a disconnect between leader and follower. This is especially true when the sales leader and salesperson are separated by distance. The disconnect can feel even stronger in this situation.
Many authors currently writing on the subject of the “Great Resignation” and “Quiet Resignation” focus on both the need for and the benefits of connection. In The Trusted Advisor” shares that four components are necessary for trust and connection; credibility, reliability, professional intimacy, and other orientation. Effective leader coaches are connected with followers as they demonstrate genuine caring for the follower. Without this caring, the follower may experience his or her leader as simply transactional rather than transformational. Sales leader coaches are transformational.
Sales leader coaches are also thinking partners. Creating a thinking partnership helps a direct report make effective choices and decisions when the coaching leader is not with him or her. Support is a component of the coaching thinking partnership which engages the leader and direct report in gaining clarity about goals, holding followers accountable for agreed upon actions and celebrating with followers when goals are met. These leaders provide opportunities for emergent and meaningful conversations. The sales leader coach sees himself or herself as a barometer of where the follower is in with regards to their own thought processes. Questions are asked to draw out deeper, more thoughtful meaningful conversations and take the follower into thinking about future possibilities. Questions such as “go forward three-six months, you were amazingly successful with clients, what did you do differently that led to that success?” and “what might get in the way of your success?” cause a follower to think both in terms of best-case scenarios while also preparing to overcome challenges. It is through these shifts in thinking that individuals can take action towards goals.
The paradox of the sales leader as coach phenomenon exists in duality in that it is both about the development of self and the development of relationships with others. Leaders as coaches drive change yet stabilize the team. They also honor past successes while looking forward to the future. Finally, sales leaders as coaches integrate both science and art in their leadership and coaching. Managing the paradox contributes to its complexity and to the complexity of designing effective leader as coach development programs.
To apply for admission click the Apply button at the bottom of the page or contact us at contact@globalioc.com
Sales Team Performance Coaching Program
Katzenbach and Smith in “The Wisdom of Teams” share that “real teams are deeply committed to their purpose, goals and approach. High performance teams share;
strong trust relationships and team culture; alignment and consistent execution with strategic objectives; constructive conflict; mutual commitment; open (real) communication; clarity of purpose; resilience; psychological safety and open dialogue; enhanced collective learning and collaboration. Many sales teams have been challenged to operate effectively in a VUCA (volatile, uncertain, complex, and ambiguous) environment by one or many of the high-performance components as they continually refocused on team and organizational success.
Investment in teams provides each member of the group the opportunity to stretch and grow beyond their current capabilities while strengthening and enhancing the work the team does together. When is the best time to engage in team building initiatives? If your organization has a new team forming; if an existing team needs to evolve and/or lift performance; when the team needs to reinvent to meet emerging challenges; when the team has a new leader or member(s), and finally just to “sharpen the saw”. Global IOC has programs for team development from tweaks to make-overs. All programs start with an assessment process and the training is customized to the needs of the team.
Peak Sales Performance Coaching Program – Cohort Based
What is Peak Sales Performance? A classic definition of peak performance is a focus on high level functioning targeted at reaching full potential. Peak performance can be segmented into three areas: before, during, and after performance. Before performance, peak performers set stretch goals that are fueled by the individual’s belief in their own power to achieve the goal. They also set higher personal goals for themselves. During performance, peak performers accurately observe themselves and examine thoughts and behaviors that lead to greater success for application later. They integrate mindfulness into their practices to ensure that the best version of self is showing up to the performance. After performance, peak performers consistently self-evaluate using outside resources which could include a coach, a mentor or another peak performer. They also compare themselves to their personal best and believe firmly in their ability to continue to perform at the highest levels.
The Global Institute of Organizational Coaching has developed a six-week Peak Sales Performance group for that focuses on assisting salespeople to expand upon their full potential. Components of the program include; clarity and motivation, practice management, neuroscience and change, goals and fueling performance, building strong habits, resilience, and grit. Included in the program is a self-assessment for candidates in the program to identify and then focus on areas for growth. A workbook is also provided to the group.
For more information about the Peak Sales Performance program, call 800-973-5207
6 Week Program: Includes Workbook and 3 Coaching Sessio
