Coach the S.A.L.E. for Sales Managers
Training Video Program

A part of The S.A.L.E. Series, Coach the S.A.L.E. for Sales Managers introduces the multiple roles, responsibilities, knowledge and skills required of an effective sales manager. Participants will experience a variety of learning activities, including opportunities to explore and practice skills and strategies related to modeling the S.A.L.E. process, setting goals and expectations, managing accounts and applying the coaching process.

The S.A.L.E. Process:

• S - Set the stage
• A - Analyze needs
• L - Link to solutions
• E - Establish commitment

The Four-step Coaching Process:

1. Identify the S.A.L.E. issue
2. Get agreement on the problem
3. Agree on an action plan
4. Follow up

Learning Point Highlights:

• Inspires managers to model the S.A.L.E. process for their teams
• Helps managers recognize and respond to their most common challenges
• Provides a four-step process for coaching sales professionals

Videos:

The videos used in this program are:

• S.A.L.E. One Step at a Time for Sales Managers (33 minutes)
• S.A.L.E. Putting it all Together for Sales Managers (11 minutes)
• Coaching for S.A.L.E. Success (12 minutes)

Complete Training Kit Components

• DVD (includes full length videos, companion SMART-START® Sales Truths, Insight Interview with Subject Matter Expert)
• Two VHS (Tape 1 - 44 minutes (two programs), Tape 2 - 12 minutes)
• Facilitator Guide (multiple agenda options)
• Facilitator Resources 
• Reproducible Participant Materials
• Online Program Resources
• Trainer Pack

Basic Kit Components

• Two VHS (Tape 1 - 44 minutes (two programs), Tape 2 - 12 minutes)
• Facilitator Guide (multiple agenda options)
• Facilitator Resources 
• Reproducible Participant Materials
• Online Program Resources

Related Video Programs

• Win the S.A.L.E. for Sales Professionals
• Support the S.A.L.E. for Service and Support Professionals

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