/ Training Programs / Integrity Coaching® Integrity Coaching® Unleash Your Team's Full Potential. Coach With Integrity. Overview Integrity Coaching® is a key step in the Integrity Solutions sales learning journey. It provides sales leaders with the tools to coach effectively so they can help their team members achieve and maintain the highest levels of success. As with all of our core programs, Integrity Coaching balances the three essential components of sales training success: Mindset Develop the mindset of a coaching leader who instills their team members with confidence, a sense of ownership and the ability to fully realize their potential. Skillset Build coaching skills by learning to support team members with integrity and nuance for different situations and styles. Delivery Achieve effective behavior change with training programs that combine digital training technology with in-person interactive learning sessions. Take Sales Coaching from CONCEPT to CULTURE. Far too often, sales coaching is overlooked as an organizational priority. In fact, our research has shown that: 50% of firms provide no training for sales managers on coaching 63% of companies let sales managers interpret their own meaning of coaching Only 36% say that coaching is a stated priority of senior leadership 55% say sales managers don’t know how to coach When firms don’t invest in coaching training, the tyranny of the urgent will inevitably distract from the strategically important. Managers can shift their focus to developing the full potential of their sales team instead of slipping into the mindset of being “mistake catchers” and “problem solvers”. Integrity Coaching will help drive greater ROI from sales training and strong, lasting results and behavior change for the sales organization by supporting the challenges salespeople face and, ultimately, helping sales leaders spend less time putting out fires and more time on strategic priorities. Your salespeople will see more in themselves than they thought possible and your sales managers will recast what they believe their roles to be. The result? More engaged, motivated salespeople who can problem-solve on their own and more consistently reach and exceed their sales goals. 15 % Our research found a 15% gap in sales revenue between firms that are effective at coaching and those that are ineffective. in partnership with The Sales Management Association Proven Effectiveness A few examples of the impact Integrity Coaching® delivers for our clients: + 29 % Increase in market share Fortune 50 Company + 140 % And up to 140% reported revenue growth by region in just one year Global chemicals company + 1.7 Increase from 1.3 to 3 average products per customer within 24 months Major insurance company + 23 % Revenue increase vs. 9% average industry growth Global medical device company Through sales coaching you’ll develop leaders who: View the development of their people as their most important responsibility Take accountability and make regular time for coaching See and develop the full potential in their people Ask questions to understand without just jumping into problem-solving mode Reinforce training to embed lasting behaviors Coaching as a Strategic Differentiator Coaching is an important addition to sales training to help drive strong, lasting results. Who We Work With Methodology Integrity Coaching® is a systematic, disciplined process that equips your leaders with the SKILLS to coach with integrity while adapting to different situations and different styles, and the MINDSET to make coaching a natural, consistent habit. Integrity Coaching is a developmental process that provides sales leaders with the knowledge and tools to improve performance by coaching to the attitudes and beliefs that most influence sales performance. This program provides guidelines for supporting Integrity Selling behaviors identified as best practices for your organization. Integrity Coaching may be customized to align with your organizational best practices or current selling model. The case study application uses real life coaching challenges for impactful training. The coaching workshop is reinforced with a 4-week Sustainment and Accountability Program for real behavior change. Sales organizations that arm their sales leaders with Integrity Coaching to coach their sales team as they implement the Integrity Selling approach see: An increase in result-producing attitudes and behaviors of salespeople Demonstrable increase in sales professionals’ self-drive Upward shift in performance and productivity Significant positive impact on revenue What Participants Learn Techniques for reinforcing the application of the AIDINC process Ways to increase the commitment and effectiveness of pre-call planning How to encourage team members to leverage Behavior Styles in every sales interaction Strategies for exploring the emotional side of selling, often overlooked by leaders Strategies for clarifying attitudes and beliefs that influence sales success and then coaching to these “internal” dimensions How to unlock potential by believing in others at a greater level than they believe in themselves Coaching skills for enhancing best-practice sales behaviors Our blended learning program sets managers up for success through a dynamic series of videos, activities, quizzes, and online interaction with colleagues. Facilitation Style Integrity-led Train the Trainer Self-directed Learning Delivery Mode Virtual/Zoom In-Person Blended Training Materials Digital Print Blended Create a coaching culture that drives breakthrough revenue growth. Contact Us Why Integrity Coaching? Most sales leaders know how to manage what’s urgent. But truly great leaders know the distinction between managing and coaching, and they consistently coach their teams to help them reach greater levels of achievement than they might believe possible for themselves. When leaders both manage and coach, there’s stronger, steadier performance when things are going great and when the going gets tough. Creating a coaching mindset in your sales leaders increases engagement, accountability, and retention…and ultimately increases sales performance. Shift Mindsets and Realize Your Team’s Full Potential Integrity Coaching® will change mindsets in your organization and instill new leadership behaviors, grounded in the belief that a leader’s first priority is to coach the next tier of leadership, engage people in the mission, build the confidence and commitment to strive for more, and create sustained learning cultures. At Integrity Solutions, we believe those leaders who excel in today’s competitive sales landscape must: Embrace developing others as their most important responsibility practice goal-setting with team members collaboratively AND help them maintain accountability for those goals Dedicate consistent time to effective coaching Reinforce and model the concepts and behaviors their people are learning in training See more in their people than they might otherwise themselves Create teams of confident, empowered and independent problem solvers Delegate more to free up time for more strategic priorities Coaching training must address both the head and the heart. Logic and emotion. Our sustaining modules support growth and great communication beyond core training courses. Integrity Solutions keeps good sales and leadership practices at the forefront of your organization — not a side thought or a “one-and-done” training exercise. Integrity Coaching is a key component of the multi-year, holistic approach to sales success offered by Integrity Solutions. Integrity Selling lays the foundation for sales success with a proven, six-step selling methodology that addresses the commonly overlooked critical areas of self-belief, confidence, and achievement drive. Integrity Service is a comprehensive customer service training program that builds the behaviors and confidence to be truly customer-focused. Integrity Coaching trains leaders to nurture the best in their team members. Client Success Prev Next Samsonite: Coaching to Manage Explosive Growth and Change Read Full Client Story When my leaders are working with their team, they have to get the maximum output from their interactions and empower people to act as owners of the organization, product line or their function so that we can make changes swiftly. Lou Cimini former Vice President of Human Resources, Samsonite Shape Copy Prev Next Major Insurance u0026 Financial Services Company: Creating A Coaching Culture For Increased Productivity, Retention And Goal-Oriented Communication Read Full Client Story The process changed my attitude and coaching to empower agents to create their vision and the strategy to achieve it Integrity Coaching Participant Shape Copy Prev Next Teachers Mutual Bank Limited: Creating a Culture of Coaching Read Full Client Story Integrity Coaching makes coaching achievable for everyone Barbara Rhodes Organizational Leadership Coach Shape Copy Coaching to Optimize Sales Performance Effective sales coaching goes well beyond managing to the numbers and is vital for increasing motivation, confidence and optimizing individual sales performance and growth. Take the first step on your coaching journey Take Your Training Further Exclusively for those that have already experienced Integrity Selling®, Integrity Coaching®, or Integrity Service®. Our Sustainment and Supplemental modules help your leaders sharpen their skills and keep the Integrity Solutions core concepts front-of-mind within their daily workflow. Without losing valuable time in the field. Integrity Communication Create a common language for effective communication across your organization Learn More Achieve™ Build an engaged and energized high-performance culture Learn More Behavior Styles® Assessments – now called Communicating With Impact Use Behavior Styles methodology to improve relationships Learn More Effective coaching is essential to grow performance and retain talent. Ready to take the first step in building a coaching culture? Contact Us