Contents
The coach as a driving force in sales
- Principles and personal requirements for the successful sales coach.
- Knowledge of human nature and communication.
- The psychology of perception.
- Self-coaching model for increasing charisma and authenticity.
Agile coaching in the VUCA world
- Create a culture of trust in the sales team.
- Sales coaching with exploratory and intrinsic questions.
- Understanding and taking into account group dynamic effects.
- Use sales management systems in coaching.
- Target agreements for your sales persons according to the OKR system.
Specialist coaching for sales persons
- Contents and structures of customer-oriented sales talks, target-oriented sales strategies and successful sales negotiations.
- Clarify performance requirements and define assessment criteria.
- Conduct further development discussions and conclude binding agreements.
Personality coaching
- Requirements for personality coaching in sales.
- Clarification of the assignment and coaching agreement.
- Understanding, taking into account and using personal motivators and drivers.
- Conduct personal coaching sessions with salespeople and support the implementation of the results.
Team coaching
- Understanding sales teams and supporting team building.
- Individual versus team coaching: differences and similarities.
- Application of coaching methods to sales teams.
- Integrate lone fighters into the sales team.
Learning environment
Your benefit
- You know the basics of coaching.
- Learn how to become an agile coach for your employees and your sales team.
- You can effectively use methods and techniques of professional and personality coaching.
- You will be able to develop the relevant skills and abilities of each individual member of your sales team in a targeted manner.
- You will learn how to improve the performance of your sales team through coaching.
- You know how to build and promote agile team spirit.
- You will be able to conduct coaching conversations effectively, both individually and with groups.
- You will be able to design and conduct team coaching sessions.
- They know helpful coaching interventions and their possible applications.
Methods
You will train the important technical, communication and methodological skills in a practical and intensive way, with expert input, interactive development of content in a team, numerous exercise sequences with individual feedback. Tried-and-tested guidelines, target-oriented methodological tools, instructional discussions, case studies, role plays, group work and Personal consultation. The focus is on experiential and action-oriented learning.
Recommended for
At least three years of practical experience in sales is required.
The training is primarily aimed at experienced sales persons, account managers, sales managers, sales managers, key account managers, regional managers and sales managers who have a solid basic knowledge of sales. The content taught increases your methodological skills and provides the most important principles of coaching in a sales environment.
Further recommendations for "The Sales Coach"
Attendees comments
"I particularly liked the fact that I gained new perspectives on coaching and processes."
"The trainer communicated at eye level. I particularly liked the fact that the content was communicated in an exciting and varied way."
Seminar evaluation for "The sales coach"
30702
32480
Start dates and details
Thursday, 10.07.2025
09:00 am - 5:00 pm
Friday, 11.07.2025
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Tuesday, 07.10.2025
09:00 am - 5:00 pm
Wednesday, 08.10.2025
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Wednesday, 14.01.2026
09:00 am - 5:00 pm
Thursday, 15.01.2026
09:00 am - 5:00 pm
Thursday, 05.03.2026
09:00 am - 5:00 pm
Friday, 06.03.2026
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 22.06.2026
09:00 am - 5:00 pm
Tuesday, 23.06.2026
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Monday, 14.09.2026
09:00 am - 5:00 pm
Tuesday, 15.09.2026
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Training is guaranteed to take placeThe next booking ensures this course will take place- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
About us - The Haufe Akademie
Your optimizer, innovator and companion since 1978 -
Your professional partner for professional development and seminars, training courses and topical conferences.
Whether on site, live online or in-house - our customised solutions, our claim to the highest level of consulting expertise and training tailored to your needs simplify the acquisition of skills for the working world of the future and sustainably facilitate professional development.
A wide range of seminars, individual coaching and our flexible formats support HR managers and decision-makers in shaping the future and developing employees, in-house teams and companies.
Experience the benefits of online training from the comfort of your own home. Our online formats meet the highest quality standards and are in no way inferior to face-to-face events in terms of practical relevance. Learn together live online in interactive groups or digitally at a time of your choice.
Do you have any questions?
We are there for you Monday to Friday 8:00 a.m. - 5:00 p.m.
Questions & Answers
In our Questions & Answers (FAQ) section, you will find all the answers and the most frequently asked questions about your selected topic.
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