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Performance coaching develops sales people’s capabilities, improves effectiveness and helps them achieve better results. It also encourages ownership and responsibility, leading to staff being happier, empowered and more motivated. This stimulating and interactive course will build on participants’ existing coaching skills and enable them to acquire a solid understanding of the psychology and practice of effective sales coaching.

Sales managers will discover when to use coaching and when not to, how to take and make opportunities to have coaching conversations, the right and wrong way to ask questions, how to structure a coaching conversation and how to coach in formal situations such as one-to-ones and appraisals. They will acquire techniques for raising people’s awareness of how they can build their pipeline, manage churn and achieve their targets. They will leave with lots of tools and techniques they can use immediately.

Learning outcomes

By the end of this session, participants will:

  • Understand what coaching is and isn’t
  • Recognise the value of using a coaching style daily
  • Have enhanced their questioning and listening skills
  • Know how to take a coaching approach when giving feedback and in motivating people
  • Learn how to use the GROW model of coaching

Please note that these outcomes are a guide only and the precise outcomes will vary with the delivery method and duration of the session.

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Coaching for Sales Performance

is available as

Tailoring our design for you

This outline provides a great flavour of the skills and knowledge your people will benefit from by attending any Speak First training or coaching on this topic – whether standard, tailored or bespoke.

Here’s how Speak First can make the training even more relevant for you and your people:

Tailored Design

Tailored design develops existing content and enhances it with relevant case studies, role-plays and more to make the learning even more effective for your people

Bespoke Design

Working in partnership with you, we develop bespoke solutions that incorporate this, and other topics, to create custom solutions for your organisation’s specific needs

Sample Participant Journey

The learning solutions featured on our website can all stand on their own as high-quality and high-impact learning interventions for your team – however, they are at their best when delivered as part of a wider learning programme, helping you achieve your strategic imperatives and your people benefit from much deeper and expansive learning journeys. We work with you as consultants, collaborators and design partners to establish learning outcomes and create the perfect programme - below is an example of what your people’s learning journey might look like.


Overall scope of programme agreed with client
Virtual/face-to-face training session(s)
In-between work: on-the-job assignments
Virtual/face-to-face training session(s)
Facilitated learning group sessions (group coaching)
Virtual/face-to-face training session(s)
Programme closing session – a celebration of success
Continuous learning support, virtual or face-to-face

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about this course

We specialise in designing and running our learning solutions for organisations and teams.

For individuals we offer 1:1 coaching sessions.

Please let us know in your message which of our services you are interested in.