ICM GRADUATE DIPLOMA IN SALES COACHING
Overview
The principles governing the application of this unique approach to the understanding and acquisition of sales coaching skills have been drawn from extensive research into the professional coaching methodologies used by successful coaches in the fields of sports, music, dance, and acting. In these professions, coaches have a clearly defined system and they stick to it. In business the goalposts are forever changing, as are the players, the rules, and tactics. To say that this happens as a result of changing market trends fails to recognise whilst markets change, people are essentially the same, and what works in sports and the performing arts can and does work in business.
Benefits of this programme
The benefits of adopting coaching as a business practice are that people perform better; relationships are enhanced; work is less stressful; the focus is on performance and not on promotion or job grade; and responsibility is placed where it should be – with the person performing the business role. Sales Coaching can and does produce champions at work.
This is a higher level 8 qualification. The Graduate Diploma in Sales Coaching has ten learning units divided into three modules.
The structure of the three modules is:
- Module eGDSC1: Sales Coaching in Context – a programme briefing; one workshop; delivery on-line of the first four study learning units; work-based exercises; an exam; and production of a professional development in the workplace portfolio.
- Module eGDSC2: Preparation and Planning for Effective Sales Coaching – a workshop; delivery on-line of a further four learning units; work-based exercises; an exam; and production of a professional development in the workplace portfolio.
- Module eGDSC3: Implementing Sales Coaching – one workshop; delivery on-line of the final two learning units; work-based exercises; production of a professional development in the workplace portfolio; and an end of programme sales coaching project.
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Qualifications are accredited and awarded by the Institute of Commercial Management. ICM is a worldwide recognised awarding body of business qualifications, operating in 130 countries. The Institute is regulated in the UK by Ofqual. Every year, ICM graduates gain entry into universities in North America, the UK, the Republic of Ireland, Western Europe, the Far East, South East Asia and Australasia. For those wishing to study in the UK there are more than 100 different institutions to which they can apply. For the student, the choice of institution and the preferred country of study is wide and varied.
