For Leaders and Managers

Coaching the ValueSelling Framework^® for Managers

Maximize training ROI by giving your leaders and managers the tools to develop the desired selling behaviors across teams. Coaching the ValueSelling Framework^® for Managers equips leaders to build effective sales coaching programs and integrate the ValueSelling Framework into your company’s revenue DNA, resulting in dramatic – and sustainable – increases in sales productivity and performance.

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ValueSelling Framework for Leaders and Managers

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ValueSelling Framework for Leaders and Managers

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ValueSelling Framework Flyer

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ValueSelling Framework Flyer

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Value-Based Selling- The Approach that Builds Sales Results

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Value-Based Selling- The Approach that Builds Sales Results

Develop the skills to:

Craft Reinforcement Plans

Cultivate a reinforcement plan that blends ValueSelling concepts into your existing sales routines.

Integrate into Existing Processes

Integrate ValueSelling into your sales coaching and management processes.

Structure Sales Coaching

Create sales coaching best practices and playbooks for structuring sessions.

Tailor Implementation Plans

Build a tailored daily, weekly, monthly and yearly implementation plan.

Align to Business Goals

Align sales coaching objectives with business goals.

Measure ROI

Develop a measurement plan to showcase sales coaching ROI.

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Effective sales coaching leads to a 63% increase in individual productivity, a 58% increase in quota attainment and a 55% increase in bottom-line growth.

(ValueSelling Associates, Inc. and Training Industry, Inc.)

Most sales teams are a mix of early-career sellers and veterans – all from different backgrounds and sales cultures with varied processes and methodologies. It’s easy to see why frontline managers have the most difficult job in sales. As a result, coaching becomes an afterthought, with disastrous effects on employee retention:

More than 60% of salespeople are more likely to leave their job if their manager is a poor coach. (Zenger Folkman)

On the other hand, when you give your leaders and managers the tools they need to coach and integrate a single sales methodology into your company’s revenue DNA, you’ll realize increases in sales productivity and performance.

Download the Coaching the ValueSelling Framework for Managers Flyer

Coworkers working together around a table.

“The best sales training I’ve ever taken.”

Sales Manager

Services

“Their methodology proved very valuable to uncover and capture value for customers and for us.”

VP LATAM

Food & Nutrition, Manufacturing

“The framework creates an easy to understand, clearly defined vocabulary that allows for seamless transition from Suspect to MQL to Closed Won to Value Realized.”

VP of Sales

Services

“ValueSelling = increased hit rate on won deals.”

CEO

Manufacturing

“ValueSelling is the simplest, yet most powerful and relevant, B2B sales process I have worked with.”

Senior Vice President

Global Retail Sales and Field Operations, Retail

“ValueSelling works.”

VP, Sales & Marketing

Services

Employee's looking at reports on a computer.

How It Works

The Learning Journey

Now that the initial ValueSelling Framework® workshop is done, it's time to ignite change. Building on this foundation, Coaching the ValueSelling Framework ® for Managers equips managers to create structured coaching programs that drive adoption of ValueSelling while elevating sales rep skills. Delivered over one full day in person or over the course of two 4-hour virtual sessions – your leaders and manager will learn:

The manager’s role in adoption

Proper integration into the management process

How to create process implementation plans

An in-depth guide to the coaching process, including:

Reviewing plan lettersAssessing opportunitiesPre-call, next call planning with the ValuePrompter®Live/field observationConstructive feedbackCoaching with the ValuePrompter®