KATA LEADERSHIP & COACHING
MASTER TRAINING
The training is designed to enable management and team leaders to systematically implement the new skills into their day-to-day business, ensuring a return on investment and accelerating market impact.
According to experts, 70% of the overall success of a training depends on whether the management is able to successfully organize the “transition” of the new sales techniques into everyday sales.
CODE | 21 offers a TRANSITION FRAMEWORK built on three meshed leadership tools.
- The KATA Leadership & Coaching Model ©
- The CODE I 21 Sales Excellence Academy ©
- The Plug and Sell Sales Enablement ©
THE TRANSITION FRAMEWORK
At the core is a Leadership & Coaching Model inspired by Toyota’s KATA philosophy, tailored for SALES COACHES to systematically drive behavioral change and implement new skills through a structured IMPROVEMENT PROCESS.
The Sales Excellence Academy is an online e-learning platform providing 24/7 access to all CODE | 21 conversational tools and concepts – empowering salespeople to build and apply new techniques in an effective way. Continuous repetition and reinforcement of the key concepts enabling them to take their competences to the next level
The associated Plug and Sell Sales Enablement accelerates transition, ensures consistent rollouts, helps to reduce ramp-up time for new team members and and as well enables management to harmonize sales approaches across the entire sales organization. Finally, it is the guarantee for a high-impact return on investment.
CORE MODULES
- the KATA Principles and basic concepts
- the structure of the CODE|21 KATA Leadership & Coaching Model
- the KATA Tools
- the KATA Improving Process
- the Improvement KATA and the PDCA Cycle
- the Coaching KATA and the Coaching Dialogue
- the KATA Targets
- the Reinforcement Cycles
- the Coaching Principles
- the Coaching Roadmap
- the Coaching Framework including the Conversation Maps, Process Charts and the Reports
- the Transition Plan
In an additional design step the ITL Leadership & Coaching training can be extended by the company’s specific Roadmaps, Process Charts and Conversation Maps to support management in the best possible way to ensure a fast and effective transformation of the new skills. In this case a corporate customized coaching framework is developed including all tools needed.
Salesleader learn and practice how to ...
- manage the implementation using the TRANSITION FRAMEWORK and the provided LEADERSHIP TOOLS,
- implement and control the IMPROVEMENT PROCESS at an operational level,
- use the COACHING DIALOGUE and apply the associated LEADERSHIP FRAMEWORK ,
- manage the IMPROVEMENT ROUTINE to ensure a continuous enhancement of coachees’ selling skills.
- set up a COACHING ROADMAP and use it to plan reinforcement cycles,
- make use of the COACHING AND IMPROVEMENT REPORT to track and control coaching activities,
- apply OPPORTUNITY and METHODOLOGY COACHING at various stages of the process,
- practice the KATA COACHING PRINCIPLES,
- handle the Sales Excellence Academy© and the underlying SalesWIKI,
- implement the SALES.ENABLEMENT CONCEPT and actively build up the SKILLS LIBRARY,
- establish a culture of “continuous improvement” within the corporate environment.
- use the KATA COACHING MODEL as a leadership tool to systematically manage change within their teams.
With this set of tools, MANAGEMENT can systematically drive the transformation process, introduce various sales approaches on a global scale, and, most importantly, ensure the effective implementation of new skills to maximize the ROI of the training and development initiative.
Training Types
ILT-Training
Virtuell Training
Digital Academy
KATA-Coaching