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  October 14, 2019


We provide training on how to be a sales coach.  Fulcrum sales coach training focuses on four key areas in which good sales coaches excel:
  1. Fundamentals of coaching to create an atmosphere of trust and respect
  2. Knowledge about selling and about the individuals being coached
  3. Communication skills for sharing knowledge, experience, and observations
  4. Planning for each salesperson's long-term development
Once you've completed FSCT, you'll be able to:
  • Focus on high-leverage issues for each salesperson
  • Plan and conduct a structured, collaborative coaching conversation
  • Communicate in a way that motivates
  • Create long-term, developmental action plans for each of your salespeople
As a result of participating in FSCT, you'll:
  • Save time and effort on your coaching conversations
  • See positive results in the performance of the individuals you coach
  • Enhance your team's overall long-term performance
In order to prepare for the program we ask you to do three things:
  1. Think about your current sales training system in relation to the concepts of the FSCT
  2. Review and do a self-assessment of the sales training system that you currently use. This will help you determine which parts of your core sales training program to review before attending the FSCT program.
  3. Gather information on your sales people. In the FSCT program you'll use this information to apply what you learn to some of your coaching situations.

The FSCT utilizes real client scenarios, role playing, and a 3 step sales coaching process. The 3 steps are:

  1. Diagnosis - in this step the coach sets the stage, states the topic for the coaching conversation, explores the situation, and confirms buy in on a diagnosis. 
  2. Getting Unstuck - methods are learned to support the coach whenever the need arises to get the salesperson to look at things in a new way.
  3. Action Planning - this is positioning action planning, exploring a plan, and confirming buy-in on an action plan.  



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