Mentor in sales – a brand that inspires.

4change business academy is a team of enthusiasts and practitioners who support the development of people and organizations through tailor-made training and consulting projects. In every project, we start with a needs audit to precisely understand the context and challenges of your business. Our training sessions and workshops are embedded in the realities of your company, ensuring their practicality and effectiveness. Each project is carried out in a unique duo: trainer + consultant, which translates into real results. We work on the level of attitudes, skills, and knowledge, increasing the transfer of competencies to daily work. We utilize group processes and effective adult education tools – both in stationary and online formats. Our goal is not just inspiration – it is a lasting change that translates into concrete business outcomes.

This practical training will prepare you for the role of a Sales Mentor – a person who not only shares knowledge and inspires but also knows how to listen, motivate, and support the development of others. You will learn how to build your expert brand, conduct valuable developmental conversations, provide constructive feedback, and develop the potential of the team "on-the-job". You will get to know specific tools, proven models, and mentoring methods that you can immediately apply in your daily work.

The training is dedicated to experienced salespeople and those responsible for sales who are or will be taking on the role of a mentor in sales structures. For those responsible for the development of sales structures, leaders, team leaders, or sales team managers.

The goal of the training is to develop mentoring and communication competencies in the demanding process of horizontal development in organizations. The training supports the skillful adaptation of mentoring to the recipient's requirements, including providing and receiving feedback, as well as conducting developmental activities. It also helps in building a strong personal brand within the organization.

After completing the training, participants will strengthen competencies supporting development in organizations and communication. They will have greater efficiency in conducting effective mentoring conversations and selecting tools for specific situations and individuals. It supports work at the workplace, i.e., on-the-job training. It helps in the development of the sales network and internal leaders. The training can also translate into increased engagement and effectiveness of the entire sales department.

1. Personal brand of an expert
   – reputation, knowledge, recognition
   – authenticity as a strength
   – how to build an expert brand within the organization
   – building trust in the organization, i.e., how to talk about oneself

2. Who is a mentor in sales
   – the role of a mentor as support and inspiration
   – mentoring vs coaching and other methods of working with adults
   – what joint work means for the mentor and mentee

3. Magneto game
   – a simulation team game presenting the value of working in diverse teams
   – experiencing different communication styles and their impact on the final result
   – reflection on the role of the mentor as a guide, not an all-knowing "guru"

4. A mentor who listens and speaks meaningfully
   – communication styles and self-management
   – communication tools building understanding and NVC in the developmental process
   – listening styles according to von Thun
   – tools for active and deep listening
   – influence techniques in mentoring conversations

5. Feedback that develops – mentor's tools
   – techniques for providing feedback: STOP-START-CONTINUE
   – the SHOUT method
   – how to motivate, not demotivate

6. How adults learn
   – Kolb's cycle and four learning styles
   – adapting support methods to the sales person's development stage
   – intrinsic and extrinsic motivation

7. Joint work based on goals
   – jointly setting goals
   – the GROW model as a tool for conducting conversations
   – delegating with the intention of development

8. On-the-job – mentoring in action
   – joint work in the field – good practices
   – how to observe and discuss it
   – joint reflection
   – practical tools

16h

training needs audit before the training, certificate of completion, the possibility of free consultations for up to 2 months after the training, materials for knowledge supplementation provided electronically after the training, tasks reinforcing change after the training