In-house trainingSales Coaching Training

Sales Coaching Training: Coach for Growth, Not Just for Numbers

Participants learn to find the real gap behind a result, hold a coaching conversation that builds the rep's own thinking, and follow up until the new behaviour sticks. They leave with a coaching calendar and a one-page coaching guide.

Contact Us
Sales Coaching Training course cover
Key Outcomes
Diagnose the real gap
e.g., tell apart a skill gap, a habit gap and a motivation gap by reviewing a call and the pipeline together
Run a coaching conversation that ends in a commitment
e.g., ask "What would you do differently next time?" before offering advice
Give specific, observable feedback
e.g., "You asked two questions in ten minutes" rather than "ask better questions"
Follow up so behaviour sticks
e.g., a 15-minute check-in a week later to review the same behaviour

Why teams need this

Most sales managers inspect pipelines and chase numbers, then call it coaching. Gartner's 2025 research abstract says that sales managers "know coaching drives seller performance, but they lack either insights or time to coach effectively". Reps hear "work harder" or "do what I do", and the same gaps appear next quarter.

GROW model
A widely used coaching model developed from Tim Gallwey's work by Graham Alexander, Alan Fine and John Whitmore in the 1980s. Its four stages are Goal, Reality, Options and Will. Participants use it in every practice conversation.
Coaching, not just technique
In Rackham's SPIN research, he said the results came from "the whole coaching process", not from the question technique alone. Participants practise the process, not just the checklist.
Level-based coaching
In field experiments on AI coaching (Luo et al., Journal of Marketing, 2020), middle-ranked agents gained the most, bottom-ranked agents were overloaded by information and top-ranked agents resisted advice. Participants practise coaching the weak, average and top rep differently.
Group work and role-play
Teams review an anonymised call and agree on one behaviour to coach. Then they role-play a GROW conversation with a defensive rep and receive observer feedback.

Exercises use your team's call recordings or deal reviews, your sales stages and your performance data.

HRDC/HRDF training that builds confidence and drives growth.

Tell us what your team is facing. We will come back with a plan built around it.

Get started