The Coach’s Playbook

Course Overview

Course Introduction

Learn how to break the performance code for your team!

The Coach's Playbook for Maximizing Performance will enable you as a manager and coach to ensure that your teams fully harness the power of the Sandler® methodology for your organization.

Coaching is a formal process that uses one-on-one meetings to help team members discover hidden issues that inhibit their performance. Through this discovery, they can then achieve new levels of success. Contrary to popular belief and practice, effective coaching is not “showing them how to do it.” In order for coaching to be effective, the process must focus on critical behavior modification, not the imparting of new skills.

You will learn Sandler’s a proven seven-step coaching process which you can immediately implement with the members of your team. We will give you an overview of sales coaching practices which we have found to be most effective over the past four decades, and a discussion of the situations where they are most likely to be useful.

Learning Objectives

In this course, David Mattson, President and CEO of Sandler Training, will teach you how to:

  • Develop the coach’s mindset.
  • Deal with and conquer change.
  • Build trust with your team.
  • Use the coach’s toolbox for effective management.
  • Become a high-performance coach.
  • And so much more…

Course Modules

  • The Basics
    • The Basics
    • The Sandler Coaching Philosophy
    • Messaging Matters
    • The Top 10 Sales Behaviors For Team Members
    • Five Reasons To Invest In Coaching
    • Setting The Stage For The Coaching Session
  • Develop The Coach's Mindset
    • Develop The Coach's Mindset
    • The Attributes Of A Successful Coach
  • Dealing With Change
    • Dealing With Change
    • The Process Of Transition
    • The Sandler Success Triangle
  • Take The X-ray
    • Take The X-ray
    • Skills, Knowledge And Application
  • Build Trust And Comfort
    • Build Trust And Comfort
    • The Importance Of Trust
  • Coaching - A Process, Not An Event
    • Coaching - A Process, Not An Event
    • The Sandler Coaching System
  • Understanding Your Team
    • Understanding Your People
    • Conduct An Inventory
    • Liabilities
  • The Coach's Toolbox
    • The Coach's Toolbox
    • Constructive Vs. Destructive Feedback
    • Four Elements Of Strategic Thinking
  • Thoughts Influence Performance
    • Thoughts Influence Performance
    • Training the Brain To Win
  • Becoming A High-Performance Coach
    • Becoming A High-Performance Coach
    • Raising Performance Standards
  • Moving Forward
    • Coaching Best Practices
    • Top 10 Behaviors For Managers
  • 23 Action Steps To Build Coaching Effectiveness
    • Thank You
  • Category
    Maximizing Sales
  • Skills Level
    Intermediate
  • Duration
    1.5 Hours
  • Competencies
    Coaching
    Sales Leadership
  • Package
    Pro Yearly

Course Experts

Dave Mattson's picture
Dave Mattson CEO - Sandler Training