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Sales Process Coaching

Sales coaching isn't the same as managing or mentoring. There are specific coaching tools and techniques you can use during every phase of the sales process. Learn what the most curbside coaching looks like and get takeaway tools you can use right away to become more effective as a sales manager who truly coaches.
Recorded Nov 12 2019 39 mins
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Presented by
Deb Calvert, sales manager trainer and coach
Presentation preview: Sales Process Coaching

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  • Warning! These Habits & Traits Could Make You a Toxic Leader Dec 1 2020 4:00 pm UTC 45 mins
    Deb Calvert
    Check yourself before you wreck yourself!

    The habits and traits that make you so effective in your current role may not translate well in a next-level job... or maybe you've already taken that next-level job and can't figure out why things aren't working out. It may be time for a re-set. Tune in for this presentation to learn more about:

    -- the 12 classic career roadblocks and blindspots that can trip you up
    -- what works on the front line but doesn't work in management
    -- what managers need to leave behind when they become executives
    -- the impact of toxicity in supervisory and management level roles

    You'll also get access to a free tool with practical tips you can use right away if any of the toxic warning signs show up for you.
  • Succession Management: Don't Put So Much Stock in the 9-Box Model Nov 3 2020 4:00 pm UTC 45 mins
    Deb Calvert
    I don't like it. I don't think it works. And I have yet to hear a single example of its effective, objective application. The 9-Box Model for reviewing talent and for succession management is NOT all it's cracked up to be. If you're using the 9-box model, tune in for a contrarian opinion about:

    -- Ranking people as hi po/ hi per and using this in business decisions
    -- The unintended consequences of ranking people at all
    -- Why your 9-box model isn't really helping you develop bench strength
    -- The added dangers if your process isn't completely transparent

    And, yes, we'll also talk about alternatives that make more sense for effective succession management, talent development, retention, engagement, and other human capital needs inside your organization.
  • What You Can Do to Improve the Employee Experience in Your Workplace Oct 6 2020 3:00 pm UTC 45 mins
    Deb Calvert
    The war for talent is heating up. Employees have options, and they just aren't as loyal as they used to be. But there is something you can do, something that will improve your rates of retention and stabilize your workforce.

    It's all about creating a better employee experience. It doesn't have to be outrageously expensive or terribly time-consuming. You just need the secret sauce that will help you to:

    -- Boost employee engagement
    -- Create a workplace culture that fosters a sense of belonging
    -- Ennoble and enable employees

    That may sound like an elusive fantasy. But it's not. Tune in to find out how you (yes, YOU) can improve the employee experience in your workplace.
  • The HR Function in Small Businesses: What Do You Really Need? Recorded: Sep 15 2020 46 mins
    Deb Calvert with special guest Lori Kleiman
    As small businesses and startups grow, the HR function becomes increasingly important. Employment laws, people practices, and employee experiences can have a BIG impact, even on a small business.

    But if you've never established the HR function and don't have team members with that kind of experience, where do you start? How do you build this function strategically? What do you really need from someone who will oversee this function and, equally important, what do they need as they grow in this new role?

    In this presentation, I'll be joined by a very special guest: Lori Kleiman, founder of HR Topics and renowned author and speaker. Lori specializes in supporting small and mid-size HR teams. Our live video conversation will cover a lot of ground, and we'll be taking your live questions, too.

    Viewers will learn:

    - What's essential, what's nice to have, and what's not really important as you scale up your HR function.
    - Where to turn when someone without an HR education is transitioning into an HR role.
    - How to support your new or growing HR function so it becomes a strategic asset in your business.
  • The Business Case for Leadership Development Recorded: Sep 8 2020 47 mins
    Deb Calvert
    Leadership gaps consistently appear as a top human capital concern for CEOs and HR executives everywhere. Why, then, is it so challenging to get ongoing support for leadership development programming and tools that you know would strengthen your organization now and in the future?

    What will it take to convince the C-suite that leadership development is a smart investment for your organization? That leadership development is absolutely critical to long-term, sustainable success? That there would be tangible benefits and real impact?

    Join this presentation to learn an easy 5-step process for mapping out the return on investment in a way that will get the C-suite's attention every time! This goes way beyond talent management, succession planning, and the typical reasons cited by HR folks. It's what you need to truly pique executive interest and get the sponsorship your leadership development plans deserve.
  • Introduction to Customer Experience for Every Organization Recorded: Sep 1 2020 42 mins
    Deb Calvert
    Customer Experience (CX) is not a passing fad. It's THE business differentiator that will draw customers to you like moths to a flame. Or, if you ignore it, it's what will have your competitors eating your lunch everyday.

    This presentation is for small business owners, salespeople, and others who are seeking ways to become memorable and indispensable to buyers. We'll cover:

    -- The basics of CX: what it is any why it matters
    -- Research with buyers that explains why you want to get in on this!
    -- How to provide a relevant, meaningful, personalized experience
    -- Why superior customer service and low prices aren't enough anymore

    CX really does give you a competitive advantage. Don't get left behind!
  • The 7 Questions of Employee Engagement Recorded: Aug 18 2020 47 mins
    Deb Calvert, with special guest Jeremy Macliver
    Employee engagement isn't a myth. It's an important business imperative, and it makes a BIG difference in business outcomes.

    Employee engagement is a set of very specific needs that we, as humans, need at work if we're going to be fully committed and performing at our best.

    That's why I've invited a very special guest to join me for this important presentation. Jeremy Macliver of Guaranteed Traction is going to break down employee engagement so you have practical, actionable steps toward making it a reality in your organization.

    In this webinar, he will unlock engagement with 7 questions.

    The power of an engaged team will overcome any market, in any industry, at any time.

    Jeremy says "This isn't a theory to me. I've led teams through some great economies and overlooked the power of engagement, only to find I worked harder to keep the pace. On the contrary, I’ve been through scary times in business and the thing that I found to be most important during those times IS the engagement of your employees. It’s what gets them to go above and beyond when you’re running lean. It’s what drives them to dig into big challenges and find creative solutions, it’s what motivates them to stay accountable for results that matter, and to work with you to keep building the business, even as there’s chaos all around."

    Jeremy has been helping companies increase employee engagement for years. In this webinar, he will share the 7 questions all of your employees need to be able to say "yes" to so that they can be fully engaged.
  • How Much Is Too Much? Appreciation, Recognition, and Rewards Recorded: Aug 4 2020 46 mins
    Deb Calvert
    I once had a boss who said "I give you a paycheck. That's all the recognition you need." He was missing the point. No one NEEDS recognition... But, studies show, most people do a better job when they get it!

    In this presentation, we'll cover:

    -- The basics of when, where, why and how to show gratitude and to recognize employees
    -- The risks of rewards (yes, they can backfire!)
    -- The business case for creating a culture of encouragement
    -- Myths about Millennials and what they expect
    -- What research says about employee recognition

    Don't worry. We're going to cover more than the kumbayah and fluffy stuff in this one!
  • Unmasking Candidates During the Interview Process Recorded: Jul 16 2020 47 mins
    Deb Calvert, with special guest Ryan Englin
    Have you ever been challenged with hiring someone who you thought was perfect for the job... only to find out (shortly after you hired them!) that they were all wrong for you?

    Do new hires continue to let you down? Does it ever feel like finding good fits for your jobs is a roll of the dice?

    Our special guest, Ryan Englin of The Core Matters, can help you address all these issues and more!

    Viewers of this special presentation by Ryan will discover the four-step process that helps hiring managers unmask candidates so they know exactly who they are hiring before they make the offer.

    No more rolling the dice. No more revolving door of new hires. No more big disappointments! Join us to improve your hiring processes and results!
  • Critical Thinking: an Essential Skill in Turbulent Times Recorded: Jul 7 2020 49 mins
    Deb Calvert
    Logic. Reason. Rational thought. In the heat of the moment, in a volatile and turbulent time, sometimes these get lost. Emotions prevail and hasty actions create bigger problems that could have been prevented with a healthy dose of critical thinking. When you build this essential skill, you'll get better at:

    -- Evaluating options
    -- Solving problems
    -- Resolving conflict
    -- Making decisions
    -- Negotiating
    -- Influencing others

    Check out this presentation for a re-introduction to critical thinking. It's a core competency that is more important now than ever.
  • Soft Skills Are Hard! Becoming a Well-Rounded Leader Recorded: Jun 2 2020 47 mins
    Deb Calvert
    Your technical expertise will only take you so far. In every job, there comes a time when the functional knowledge and experience just aren't enough to get the job done. That's why you need soft skills, too. Join me to learn about:

    -- What are "soft skills" any way and why do I need to work on this?
    -- The impact it can make when managers have strong soft skills
    -- How to develop soft skills (no matter what your personality type!)
    -- When and where your soft skills will come in handy

    Become a more well-rounded leader by developing yourself, not just your expertise.
  • Be the Manager that Everyone Wants to Work for Recorded: May 5 2020 49 mins
    Deb Calvert
    What is it, really, that sets the best supervisors apart from the rest? And what would it take to BE that supervisor, the one that everyone wants to work for and never wants to leave?

    You can be that manager. It's easier than you think to engage, motivate, inspire, and win the hearts and minds of team members. In this presentation, you'll discover how to:

    -- Manage work AND lead people so you are more effective
    -- Do the little things that add up to strong employee engagement
    -- Reallocate your time to the tasks that have the right impact
    -- Leverage your strengths for connecting with people
    -- Access resources and training for ongoing skills development

    It all boils down to simple behavioral choices that anyone can make. The first choice is attending this presentation so you can get started right away!
  • How to Get the Most Out of Business Meetings Recorded: Apr 7 2020 46 mins
    Deb Calvert
    Ugh. Another meeting.

    It doesn't have to be that way. Whether you're the one facilitating the meeting, setting the agenda, or simply attending, there are proactive steps you can take to make sure your time (and others' time!) is well spent. In this presentation, I'll show you how to:

    -- Create outcomes-based meetings and get things done
    -- Plan the perfect agenda in minutes
    -- Determine who should attend your meeting and which ones you really need to attend
    -- Engage every person attending every meeting
    -- Get what you need from the meetings you attend

    No more sitting in the back slumped down in your chair! You can make the most out of every business meeting but using these practical tips!
  • 10 Ways to Make Any Team More Effective Recorded: Mar 3 2020 41 mins
    Deb Calvert
    It's true: team work makes the dream work. Also true: keeping all members of a team engaged, motivated, and pulling together isn't easy. That's why every team could use a tune up. And it's why you'll want to tune in for this presentation to learn how you can:

    -- Build and sustain solid, committed teams
    -- Ensure that both group goals AND individual goals are valued by all team members
    -- Foster healthy dialogue that improves team decision-making
    -- Capitalize on the strengths of every team member
    -- Make your team more productive and more efficient

    This presentation is for everyone who works with anyone in a team setting.
  • What to Do When Your Business Operates in Silos Recorded: Feb 3 2020 38 mins
    Deb Calvert
    Not all silos are bad. They serve a purpose, and they provide clarity about roles and responsibilities. But when organizations operate too narrowly in silos, results suffer. Join me for new insights about:

    - How to identify when silos have become a barrier to productivity
    - Why silos may be causing you to lose high potential talent
    - What to do about silos that have become a problem
    - Ways to build cross-functional collaboration

    Don't wait until it's too late. Assess and address your silo situations before they divide your business any more.
  • The Best Assessment Tools for Boosting Team Effectiveness Recorded: Jan 7 2020 47 mins
    Deb Calvert
    So many to choose from! But which one is best? Which assessment tool will meet the needs of YOUR team?

    In this webinar, you'll learn about:
    - the various types of assessments most often used for building team effectiveness and strengthening collaboration.
    -- How do identify the type of assessment your team needs
    -- Best practices for using a team assessment instrument
    -- What to do after the assessment for maximum impact

    I'll also share my favorites and explain why I like them and what I've seen them do. After all, you want results (not just a fun workshop), right?

    Bonus giveaways will include discounts on an assessment you may not have heard about yet. It's a powerful one that everyone who's part of a team should consider!
  • 10 Reasons Employees Under-Perform & How to Turn Them Around Recorded: Dec 10 2019 43 mins
    Deb Calvert, Executive Coach & President of People First Productivity Solutions
    Don't exacerbate turnover issues or risk losing skilled talent by giving up too soon on under-performers. Instead, take a look at these root causes for a lackluster performance and turn this situation around.Your colleagues and business partners will become more engaged and elevate their performance when you take this approach.
  • Creating the Sales Culture that Makes Sense for Your Team Recorded: Dec 3 2019 46 mins
    Deb Calvert, sales researcher, trainer, coach, author, and speaker
    Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?

    We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).
  • Assertiveness & Influence Skills for Everyone Recorded: Dec 3 2019 47 mins
    Deb Calvert, certified executive coach
    Want to make an impact? Need to make sure your voice is heard and your ideas are taken seriously? Time to change things up and you're not sure how to get others onboard?

    No matter what your job role, personality type, level of experience... YOU can make the difference you want to make. You can persuade others and help them see your point of view.

    We'll make clear distinctions so you won't cross the line between being assertive and obnoxious or aggressive. We'll help you be persuasive without feeling sales-y, selfish, or manipulative. This is all about YOU getting what you want while also helping others get what they want, too. That makes you a leader!
  • Sales Process Coaching Recorded: Nov 12 2019 39 mins
    Deb Calvert, sales manager trainer and coach
    Sales coaching isn't the same as managing or mentoring. There are specific coaching tools and techniques you can use during every phase of the sales process. Learn what the most curbside coaching looks like and get takeaway tools you can use right away to become more effective as a sales manager who truly coaches.
We build organizational strength by putting PEOPLE first.
Thought-provoking webinars about Leadership, Employee Engagement, and Team Effectiveness. Our research and topics focus on getting more from people by giving more of the right stuff to people.

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  • Title: Sales Process Coaching
  • Live at: Nov 12 2019 5:00 pm
  • Presented by: Deb Calvert, sales manager trainer and coach
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