Graduate Diploma in Sales Coaching
Structure
The Graduate Diploma in Sales Coaching has ten learning units divided into three modules. There are numerous activities and work-based assignments to submit; a programme briefing and three workshops to attend; case studies; an end of programme project; a professional development in the workplace portfolio to construct; and end of module exams. Module Dates.
Modules
Module 1 - Sales Coaching in Context
Sales Coaching within an Organisational Context
The aim of this learning unit is to introduce coaches to the main concepts and principles of sales coaching in the workplace
Barriers to Sales Performance
The aim of this learning unit is to explore the X Y theory developed by McGregor; and the concept of the self-fulfilling prophesy, as developed by Rosenthal, Jacobson; Single; Merton; Sterling Livingstone et al; and the potential effect on the performance of sales teams.
Differences Between Sales Coaching and Other Management Disciplines
The aim of this learning unit is to help the student understand the differences between coaching, counselling, training, mentoring, and managing
The Relationship Between Professionals and their Coaches
The aim of this learning unit is to explore the relationship that exists between coaches in other professional environments – e.g. sports and performing arts, and compare this with the usual relationship between managers and salespeople.
Module 2 - Preparation and Planning for Effective Sales Coaching
Selling your Role as Coach to the Sales Team
The aim of this learning unit is to enable students to ensure that the environment is prepared and conducive to sales coaching, and that they have planned and prepare sufficiently for it to be successful.
Professional Processes in Sales
The aim of this learning unit is to determine the high level elements that sales coaches will need to focus on when coaching their sales teams
Developing Rules for the Sales Team
The aim of this module is to understand the importance of rules for the sales team and themselves
The Attributes of an Effective Sales Coach
The aim of this unit is for managers to reach a level of self-awareness about their behaviour and communication styles and begin the process of planning an appropriate approach to their role as coach.
Module 3 - Implementing Sales Coaching
Models of Coaching
The aim of this learning unit is to enable students to evaluate a range of current models used in coaching and to focus on a particular approach to sales coaching which will be used in the end of programme sales coaching project
Coaching In Action
The aim of this learning unit is to enable students to implement a sales coaching action plan in order to successfully transfer the learning acquired during this study programme into the workplace
Graduate Diploma in Sales Coaching Module Dates
- Introductory 16th September 2010
- Workshop 2 9th December 2010
- Workshop 3 24th January 2011
- Workshop 4 19th May 2011
- Project Submission 16th June 2011
For more information, contact the Sales Institute of Ireland on 01 662 6904 e-mail info@salesinstitute.ie