Coaching the IMPAX Process

Business training discussion Business training discussion

Coaching the IMPAX Process


One of the most critical factors in your sales organization's performance is the management you have chosen to lead it. After all, one of the biggest determinants of a salesperson's success is the coaching they receive. Sales managers are incredibly important, and yet not all are trained or expert on how to coach effectively to a sales process. 

To drive your team's sales process internalization, activity, and overall performance, consider IMPAX's Coaching the Sales Process program. This hands-on workshop covers the full spectrum of coaching excellence.


Participants will build actionable capabilities to immediately increase productivity with focus on:

  • Assessing coaching capabilities and style
  • Coaching strategies for different stages of the sales process
  • Conducting effective individual coaching sessions 
  • Identifying opportunities for hands-on coaching
  • Reviewing potential pitfalls and techniques to avoid 
  • Analyzing and role-playing challenging sales coaching situations



  • Importance of Coaching
  • Coaching Self-Assessment
  • IMPAX Process Review
  • Supporting & Positioning the Process
  • Coaching Opportunities
  • Coaching to the IMPAX Process 
    • Research Meetings
    • Business Fit Messaging
    • Relationship Strategy
    • Presentations
    • Gatekeepers/Procurement
  • Coaching Strategies
  • Handling Objections and Misperceptions
  • Coaching Situations & Challenges



Managers with direct responsibility for sales representatives, account managers, or contractors/agents.


Method of Instruction: This course is an instructor-led application workshop. The instructors are experienced sales leaders who have faced the same realities as the participants. Participants will actively develop a real customer opportunity that will be ready for immediate implementation.

  • Application Workshop:  The live application workshop consists of 1-2 days (in-person) or 3-5 virtual sessions. This workshop is delivered through an engaging, live facilitator experience. Attendees identify a real opportunity in their pipeline to generate activity for during the workshop. They will apply learnings throughout the application workshop.

Accelerate Sales Success