Coaching Salespeople

Turn pipeline and call reviews into real skill growth

Why It Matters

Many sales managers were promoted because they sold well, not because they know how to coach. Under pressure, they jump in to save deals or simply ask for bigger numbers. Reps stop growing, and the manager becomes the bottleneck. Regular, focused coaching changes that. Reps build skills that compound deal after deal, and managers get time back. Organizations see more consistent performance across the team instead of relying on a few top producers.

Course Description

Participants practice coaching with the raw material sales managers already have: pipeline data, call recordings or notes, and observations from joint sales calls. They learn to diagnose whether a stalled deal reflects a skill gap, a will gap, or a process problem, then run short coaching conversations that ask before telling. In role plays, managers coach a peer through a call review and a pipeline review, receiving feedback on their questions and follow-up commitments. Discussion covers coaching cadence, balancing deal coaching with skill coaching, and how to coach both top performers and reps who are struggling. Each manager builds a coaching plan for two reps and a schedule to revisit progress.

Key Focus Areas

Participants explore and practice:

Diagnosing skill, will, and process gaps from pipeline data
Running a call review that targets one behavior
Joint sales calls: observing without taking over
Coaching questions that help reps find their own answers
Setting a sustainable coaching cadence for the team
Tailoring coaching for top performers and struggling reps

Learning Outcomes

Participants will be able to:

Identify the most important skill gap for a given rep
Lead a structured call review conversation
Ask coaching questions before offering solutions
Build an individual coaching plan with follow-up dates

Who Should Attend

Sales managers
Business development leads
Team leads with quota-carrying reps
Newly promoted sales supervisors

Delivery and Customization

Examples, scenarios, and activities are adapted to your audience and goals. Delivery is available in person, virtually, or in a hybrid format, as a standalone session or as part of a series. Format and length are agreed during scoping.

Related Courses

Motivating Your Sales Team · Sales, Marketing & Business Development
Coaching and Mentoring · Leadership & Management
Delivering Constructive Feedback · Leadership & Management
Ten Proven Sales Practices · Sales, Marketing & Business Development

Bring Coaching Salespeople to your team

Tell us about your audience and goals. We will follow up to scope objectives, format, and timing.

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