Full Contact Selling Coaching for Managers

You can bring the strategic insight of the Full Contact Selling Program to your direct sales team or channel partners. We are available to deliver this workshop live at corporate events, through a series of web based 4 e-learning seminars or through a combination of both mediums.

Program Facilitator

Rick McCutcheon


Rick is one of North Americas Leading Authorities on Sales Productivity and Customer Relationship Management. He is the creator of the Full Contact Selling System. He is a much sought after speaker, consultant and writer. Rick has been involved with the CRM Industry since 1990 as a Company Founder, Senior Executive, Reseller, Board Member, Educator, Consultant and Professional Speaker. Rick draws on his 17 years of real world experience having personally sold millions of dollars worth of products and services to customers ranging from the SMB Marketplace to Major International Corporations. His stories are "real-world"; his style is "uniquely appealing" and "tremendously credible".

Full Contact Selling Coaching Program


The goal of this Full Contact Selling (FCS)Coaching Program is to help managers through the process of identifying and planning the foundations for CRM and Sales Success. These one-on-one coaching sessions will be delivered by an experienced Full Contact Selling Coach with expertise in managing sales teams, business processes and CRM technology projects.

The Full Contact Selling Coaching Details FCS Coaching Sessions will be conducted live over the web using Microsoft Live Meeting or GotoMeeting. Each Coaching Program will be 10 hours in total length and typically consist of 10-1 hour sessions.

Workshop Agenda


Coaching Session Pre-work To activate the coaching program a questionnaire will be sent to the participating manager. This questionnaire examines over 30 points in your company's existing sales process. Following the questionnaire the participants will be interviewed by phone or face-to-face (when applicable). The review will cover the following areas:
  • New Business Development
  • Account Management
  • Current Sales Structure
  • Partner Management
  • Sales Administration and Support
  • Training and Development
  • Management Activities and Reporting
  • Use of CRM & Social Networking Technology
Coaching Session Overview The FCS Coach will then work directly with the manager to determine project goals and Critical Success Factors:
  • Build a project time-line and budget
  • Create a High Level Project Plan to implement best practices in these following areas:
  • Business Process Design
  • CRM Technology and User Adoption Requirements
  • Change Management
  • Educational Requirements
The coach will stay engaged with the client over the period of the project to support these initiatives.

Customized FCS relationship models and courseware will be provided for each participant. This session can be facilitated live or through a series of web based 4 e-learning seminars.