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Situation
A large wholesale distributor was experiencing difficulties getting their sales coaches to develop a strong rapport with their sales representatives. The sales representatives worked remotely and only spoke to the sales coaches on the phone-which made the interaction difficult at times. The sales coaches not only needed to build a strong rapport with their staff, but they also needed to learn how to better communicate over the phone and keep the sales team motivated and driven to keep bringing in business for the company.
Solution
After further discussions with the sales staff, our Corporate Learning Team determined the sales coaches needed help developing their communication skills; we recommended they take our Dale Carnegie 12 week public program. Teams of four sales coaches were sent each time we offered the course-each were asked prior to the course what areas they would like to improve. The vice president was also asked to identify goals for these participants and provide our facilitators with departmental and company strategies. During the course, our facilitators worked directly with these needs and held the sales coaches accountable for their goal setting, which helped them develop their skills.
Results
- Company experienced record sales year-exceeding goals.
- Three individuals that attended training were promoted and personally attribute much of their success to the participation in the Dale Carnegie Course.
- Coaches have better rapport with sales representatives.
- Coaches can inspire others to take action and disagree agreeably.
- Coaches have greater confidence in their abilities.
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