Can you imagine a football team being coached the way most salespeople are coached? It would mean that the coach never actually sees the game being played (sales managers rarely go on actual calls with their salespeople), and only gets to HEAR about the game from one perspective (ever heard of a sales manager calling up a prospective customer to ask how the sales call went?) but they’re EXPECTED to give feedback and advice, when all they really know is who won the game.

But it’s not all bad news, because even if your sales manager DID have the time and energy to give you day-to-day coaching, the reality is that YOU are the expert on you. And NO ONE cares as much about your selling career as you do, except MAYBE your family – so you shouldn’t view self-coaching as an unfair burden. If you have the right tools and skills to do it, self-coaching is probably the BEST way to go. And the purpose of today’s session is to provide you with a solid framework for effective self-coaching.

At the conclusion of this course, you will be able to:

• Understand the need for effective self-coaching to continually improve sales performance.
• Develop and utilize an effective set of pre-call questions to use in your self-coaching efforts.
• Develop and utilize an effective set of post-call questions to use in your self-coaching efforts.
• Create a Development Action Plan to improve your self-coaching ability.

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