Training
Creating the leaders of tomorrow, today.
Our sales training programmes help salespeople operate more effectively by providing practical tools and techniques that are relevant to their business environment.
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These programmes are built on the principle that there’s no concrete answer to any challenge – the best approach is the one you choose.
“The only skill that will be important in the 21st century is the skill of learning new skills. Everything else will become obsolete.”
Peter Drucker
Our Training Principles
Through our training programmes, we share validated tools, models and concepts to help you frame your thinking and enable you to explore practical ideas that can be applied in your daily workflow.
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All training is available in-person, in group environments or online as required.
Management and Leadership
There is a commonly held myth that suggests that you need a team to lead, and without that team, you cannot lead.
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Counterintuitively, that contention is flawed. There are many schools of thought that propose that one of the first steps in leadership is to learn to lead yourself. So, regardless of your views, the capability to lead is a fundamental skill to develop, in any context.
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Leadership is Situational (see: Situational Leadership Hersey and Blanchard) which means in any given set of circumstances a way of leading is required. This begs the question, which one? Skilled leaders know what skills to apply and in what given context to accelerate momentum.
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Within our training workshops, we help leaders (and leaders-to-be) develop a wide range of knowledge and skills which ultimately expands their repertoire of options and choices. This helps them to be even more agile in how they engage with others.
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We follow one key mantra: one size does not fit all. (Ever.)
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“To laugh often and much; to win the respect of intelligent people and the affection of children; to earn the appreciation of honest critics and endure the betrayal of false friends; to appreciate beauty, to find the best in others; to leave the world a little better; whether by a healthy child, a garden patch or a redeemed social condition; to know even one life has breathed easier because you have lived. This is the meaning of success.”
Ralph Waldo Emerson
Sales Skills
Business is moving with breathtaking speed.
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As a CEO of a global organisation identified in his impactful metaphor, keeping up with the pace of change is like flying a plane while rebuilding it in mid-air, while also engaging with all the passengers on board, as well as the ground crew and air-traffic control.
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So, if the business landscape is evolving, then so must we.
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But how much time and resource are you investing in your people to help them keep their skills sharp and up to date?
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Our contention is that top sales professionals differentiate by how they engage with their customers. They know that knowledge and skills acquisition are key determinates of sales success – and they are motivated to finesse their capability further.
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And that’s where come in
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“The best way to get past any barrier is to come at it from a different direction, which is why it is useful to work with a teacher or coach.”
Anders Eriksson
How We Work
Our learning pathway is based heavily on the principles of spaced learning. By planning a longer learning engagement with a minimum of four weeks between each session we are able to enhance the embedding of new knowledge and skills learnt.
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An indicative learning pathway is illustrated below.
What clients say
Don Moore of The Coaching Practice is an integral part of the Schmitz Cargobull sales team providing excellent levels of coaching and development through a number of developed and specific solutions using different mediums. The alignment of Don into the sales team has had a direct positive impact and the ongoing results that are tangible both in the people's development and increased quality of sales with customers. Our strategic development is being realised in the methods co-created with Don and with the way we engage with customers, by thinking and preparing how we access more direct people within organisations and present the advantages and benefits by working with Schmitz Cargobull as an industry leader in transportation solutions.
Starting from a detailed analysis of the Schmitz Cargobull business and people Don intelligently developed a plan for the team that realises their potential in a number of areas and pragmatically deployed the required actions with the team on a partnership arrangement for the long term success of the business and people.
The skill in Don is demonstrated quickly and the deep understanding of the Industrial world is referenced regularly to evidence the suggested learning is relevant and in real-world scenarios, coupled with a good number of well-known theorised practices developed over many years with many well-established customers.
Schmitz Cargobull is very proud of its heritage, its products and services, ultimately the quality of its people and results and this is realised with the strong and continued partnership with Don.
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Alan Hunt
Managing Director | Schmitz Cargobull
Enquire about Training
For more information on our coaching and training services, or to discuss the development of a tailored programme for your workforce, contact The Coaching Practice today.