THE SALES COACH ©

THE KATA LEADERSHIP AND COACHING MODEL

SALES COACHES © are using an exclusive LEADERSHIP AND COACHING SYSTEM to establish the new sales competencies with their teams and make sure that the skills are practiced in day-to-day business. For this purpose, CODE | 21 offers a TRANSITION FRAMEWORK consisting of three components: The KATA Leadership and Coaching Model© a Toyota KATA based structured coaching and improvement process, the Sales Excellence Academy© an online learning and collaboration platform and the Plug-and-Sell Sales Enablement© concept to accelerate the introduction and international rollout of the new skills. 

With this framework, SALES MANAGERS will be able to systematically manage the implementation of the new skill sets and coach their teams during the transition process to finally harmonize the new sales approach throughout the entire organization.

COURSE CONTENT - KATA Leadership and Coaching

Salespersons learn and train how to ...

  • manage the implementation process by using the TRANSITION FRAMEWORK and the provided LEADERSHIP TOOLS,
  • implement and control the IMPROVEMENT PROCESS at an operational level,
  • apply the COACHING DIALOGU and use the associated LEADERSHIP FRAMEWORK ,
  • manage the IMPROVEMENT ROUTINE for mentees to achieve a permanent improvement of their selling skills,
  • set up a COACHING ROADMAP and use it to plan reinforcement cycles,
  • make use of the COACHING AND IMPROVEMENT REPORT to control the coaching activities,
  • apply OPPORTUNITY and METHODOLOGY COACHING in different ways during the process,
  • practice the KATA COACHING PRINCIPLES ,
  • handle the Sales Excellence Academy© and the underlying SalesWIKI operationally and conceptually,
  • implement the SALES ENABLEMENT CONCEPT and actively build up the SKILLS LIBRARY,
  • develop the principle of “continuous improvement” into a CORPORATE CULTURE,
  • use the KATA COACHING MODEL as a leadership tool to methodically manage change in their teams for general purposes.

The KATA Leadership and Coaching Model uses a set of dialogue elements and tools from the DIALOG FRAMEWORK to globally ensure a consistent and systematic coaching process in management:

Dialogue Framework Components

  • the KATA elements
  • the Improvement Process
  • the Improvement Routine 
  • the Coaching Routine
  • the Coaching Dialogue
  • the Improvement Targets
  • the Coaching KATA
  • the Improvement KATA 
  • the Coaching Principles
  • the Coaching Framework
  • the Conversation MAP
  • the Coaching Report
  • the Transition Plan
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