Sales Coaching (3DSC™)
Growing your business by growing your people.
Imparta’s research shows a strong, direct correlation between a manager’s ability to coach and the performance of their team.
Sales managers are often promoted because they are great salespeople; and that risks them being bad coaches. They know what to do, so they tell people what to do.
Good coaches act differently. They help people to figure things out for themselves so they can do it on their own next time. That improves performance, increases team engagement, and reduces staff turnover.
Imparta’s 3DSC programme provides:
Deep Coaching Skills
Drawing on the three dimensions of Insight, Influence and Trust, 3DSC helps manager to drive individual and business performance.
Managers learn by doing, through a services of realistic and challenging coaching scenarios, and our reinforcement tools ensure they continue coaching with the right frequency and to the right level.
Integration with Sales Training
3DSC is often run back to back with a one-day version of the training that the team is going through. We also provide coach-the-coach services to help embed coaching behaviours.
Coaching from sales managers is critical for us: Imparta has helped us to focus the activities of managers on those that create improved sales capabilities, making them more effective, and dramatically improved our performance.Sales Leader, Manufacturing