KATA LEADERSHIP & COACHING

MASTER TRAINING

THE SALES COACH ^©

KATA Leadership and Coaching ^© – manage the transition

The training is designed to enable management and team leaders to systematically implement the new skills into their day-to-day business in order to protect the investment and rapidly achieve results in the market.

According to experts, 70% of the overall success of a qualification program depends on whether management is able to successfully organize the “transition” into the everyday business.

CODE | 21 offers a TRANSITION FRAMEWORK based on three leadership tools.

The KATA Leadership & Coaching Model ^©
The CODE I 21 Sales Excellence Academy ^©
The Plug and Sell Sales Enablement ^©

THE TRANSITION FRAMEWORK

The foundation is a Leadership & Sales Coaching Model based on Toyota’s KATA philosophy and especially adapted for SALES COACHES to systematically manage behavioral transformations and implement new skills in sales. The focus is a structured IMPROVEMENT PROCESS.

The Sales Excellence Academy ^©is an online platform that provides 24/7 access to all essential concepts and tools of the CODE I 21 conversation models in order to support each salesperson in building and implementing the new skills in the best possible way.

The associated Plug and Sell Sales Enablement ^©speeds up the transition process, ensures high quality throughout the international rollout and helps to achieve the desired overall ROI.

CORE MODULES

the KATA Principles and basic elements
Structure of the CODE|21 KATA Leadership & Coaching Model
the KATA Tools
the KATA Improvement Process
the Improvement KATA and 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

The leadership and coaching training covers all competence levels from the transition roadmap in line with the company’s individual training journey in order to manage the transformation of the new skills in a fast and effective way. For this purpose, a company specific coaching framework with all the corresponding conversation maps and process charts is put together to support management in the best way possible.

Salesleader learn and practice 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 DIALOGUE 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.

With this set of tools, MANAGEMENT is able to systematically organize a transformation process, introduce different sales approaches globally and, above all, ensure the implementation of the new skills in order to achieve the desired ROI resulting from the training and education initiative.