Coaching & Counseling
This workshop is an unusual, and unusually effective, program for
district sales managers. Participants in the original sessions, first presented in 1996,
continue to come forward years later to comment on the realism and effectiveness of the
program. It is continually ranked among the very best training they have received as
This workshop focuses on the role of the Sales Manager as coach and
counselor to their sales representatives. It affords the participating managers a unique
opportunity to practice coaching of representatives on their performance and to counsel
them in sensitive areas. It is equally beneficial to the veteran manager and the individual new
to this important responsibility.
Included in our faculty is a representative of our client's Human
Resources department, who comments on and advises the participants about company policy
and legal issues as they relate to the coaching and counseling situations under
The participants engage in a variety of realistic and challenging
coaching and counseling scenarios. Each individual is given an opportunity to enhance
their skills in face-to-face interactions. The situations are drawn from real life and are
typical of those the district managers face in their own jobs. Key issues are identified
and related behavioral techniques are practiced using simulated representatives. The
Simulations facilitators who lead the program now act as practice partners. They are
prepared to improvise on a number of issues and scenarios, and exhibit appropriate
behaviors, providing realistic simulations of the company's sales representatives.
The Coaching & Counseling Workshop is as far from an "off the
shelf _ one size fits all" program as can be imagined. In consultation with our
client, the Simulations staff reviews the strengths and areas for growth of each manager
prior to the program, so that the scenario selected will be the most appropriate for a
This workshop always
receives overwhelmingly positive evaluations
from the participants and their directors alike. In fact, out of a maximum score of 100 on
the program evaluation instrument, the program receives an average score of 94! The following are typical responses to the program evaluation
"Motivating. Great experiential learning.
Instructors were excellent. Great flow - day really flew by."
• "Having HR and my director present really
added a lot of valuable info and ideas to the program."
"This was absolutely THE best situational
course I have ever been involved in - - in 20 years! Could not have been better."
"I was impressed at how knowledgeable the
Simulations staff was regarding products, sales, and the role of representatives."
"It's tough role-playing in front of your
peers, but it's a really great way to learn, with an end result that's rewarding."
"Amazingly real world - - clearly did your
homework on all the different rep types."
"Well-planned, realistic, applicable to
"Better than an in-house program, the
Simulations actors provided the realism."