Template

Sales coaching session template

A manager and one salesperson look at a real call or deal together, pick one skill to improve, and practise it — so coaching changes what happens on the next call.

30 minutesFor A sales manager and one member of their teamAgenda room
Change the agenda first

The agenda, with a time for each part

  1. What they want to work on3 min
    • What part of selling do you want to get better at?
  2. Look at a real moment10 min
    • Let us listen to five minutes of a recent call — what do you notice?
  3. One skill7 min
    • What would you do differently at that moment?
  4. Practise it7 min
    • Try it now, as if I am the buyer.
  5. Use it this week3 min
    • On which call will you try it, and how will we know it worked?

How the notes read afterwards

A made-up example, so you can see the shape. In a real call each line carries the words that were said and who said them.

Wants. Better at handling “we need to think about it”.

Moment. On Tuesday's call, the buyer said it and the call ended there.

Skill. Ask what specifically they need to think through, then offer to help.

This week. Try it on Thursday's two follow-up calls; listen together on Friday.

Running it well

Ways to change it

Peer coachingTwo salespeople coach each other with the same agenda.
New starterWeekly for the first three months, with a different skill each week.

When to skip it. Never skip it in the first months for a new salesperson; for experienced people, hold it when there is a real call to learn from.

Questions

What is a sales coaching session?

A one-to-one meeting where a sales manager helps a salesperson improve a specific skill, usually by reviewing a real call or deal and practising.

How often should sales managers coach?

Many teams aim for every week or two for each salesperson, more often for new starters.

What makes sales coaching effective?

Using real calls, focusing on one skill at a time, practising it, and checking whether it changed the next call.

What happens in the room

Everybody joins from the link, with no account. The agenda sits beside the call and each item fills in with what was said about it, under the name of the person who said it.

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