Sales Leadership & Coaching

Tentang Program

Ketika meeting hanya menekan angka, manager kehilangan kesempatan memperbaiki driver kinerja. Program memisahkan inspection, problem solving, dan coaching. Peserta menggunakan data tim dan role-play untuk menghasilkan meeting cadence, coaching record, dan development plan.

Business Challenges

• Sales meeting didominasi tekanan target dan pelaporan angka tanpa diagnosis driver kinerja.
• Manager mencampurkan inspection, problem solving, feedback, dan coaching dalam satu percakapan.
• Gap skill, will, resource, process, dan market belum dibedakan menggunakan data serta observasi.
• Komitmen coaching tidak memiliki behavior goal, practice, check-in, metric, dan dokumentasi.

Learning Outcomes

• Membangun sales operating rhythm yang membedakan pipeline review, forecast, coaching, dan planning.
• Mendiagnosis performance gap melalui activity, conversion, velocity, coverage, dan field observation.
• Menjalankan coaching conversation dengan contracting, questioning, listening, feedback, dan commitment.
• Menyusun individual coaching plan dengan behavior target, practice, metric, dan follow-through.

Learning Modules

1. Sales Leadership System — Peserta menyusun expectation, sales process, territory/account focus, meeting purpose, dashboard, recognition, dan escalation. Output: weekly-monthly operating rhythm.
2. Sales Leadership System — Peserta menyusun expectation, sales process, territory/account focus, meeting purpose, dashboard, recognition, dan escalation. Output: weekly-monthly operating rhythm.
3. Performance & Pipeline Diagnosis — Peserta membedakan skill, will, resource, process, dan market issue melalui activity, conversion, velocity, coverage, serta observation. Output: coaching priority map.
4. Performance & Pipeline Diagnosis — Peserta membedakan skill, will, resource, process, dan market issue melalui activity, conversion, velocity, coverage, serta observation. Output: coaching priority map.
5. Coaching Conversation — Peserta melatih contracting, open question, active listening, evidence-based feedback, option generation, dan commitment menggunakan role-play. Output: coaching conversation guide.
6. Coaching Conversation — Peserta melatih contracting, open question, active listening, evidence-based feedback, option generation, dan commitment menggunakan role-play. Output: coaching conversation guide.
7. Coaching Plan & Follow-Through — Peserta menetapkan behavior goal, practice, field observation, metric, check-in, dan documentation. Output: 30-day individual coaching plan.
8. Coaching Plan & Follow-Through — Peserta menetapkan behavior goal, practice, field observation, metric, check-in, dan documentation. Output: 30-day individual coaching plan.

Target Participants

Sales Executive, Account Manager, Business Development, Sales Supervisor, Commercial Manager