Sales Performance Coaching Services

This page helps you identify the sales performance coaching approach most likely to improve your results, whether you are a salesperson, manager, or business owner.

Most sales performance problems fall into one of four categories:

• Individual performance
• Management practices and skills
• Organisation and strategy
• Lack of know-how

Which coaching approach is right for you?

• One-to-one salesperson coaching 

  Deal reviews to challenge assumptions, add process, and move sales forward. Expand or develop skills, resolve skill and knowledge gaps, and improve capability.

• Sales management coaching

  Adopting best practices, becoming more strategic, increasing team motivation, bringing about change, and developing leadership skills.

• Business management coaching 

  Anticipating the future, working on the business rather than in it, developing processes, creating or improving governance, and utilising strategy.

• Remote coaching and training

  Developing individual and sub-team capabilities, focusing on selected learning objectives, nurturing new habits and practices, and engaging staff in self-development.

Arrange a free diagnostic:

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Regular sales performance coaching and training accelerate career progression, improve job satisfaction, and increase sales results by an average of 13%. See our research

Some use case examples:

Sales Performance Coaching Impact Testimonial

Sales Coaching

A B2B salesperson was closing smaller opportunities but struggling to convert larger opportunities. Sales results were lagging behind expectations.

Through one-to-one sales coaching, we reviewed live opportunities, refined questioning and positioning, and helped the salesperson focus on the right actions and timing to manage larger opportunities more effectively.

Result: Stronger qualification, better large deal progression, and increased win rates.

Sales Management Coaching

A newly promoted sales manager responsible for team performance finds it difficult to make the transition from an independent contributor to an interdependent contributor. His days are dominated by firefighting, chasing forecasts, and dealing with immediate issues.

Through structured coaching, we helped the manager understand the transition and how to change his approach, delegating more responsibility and supporting team members in associated task identification.

Result: The manager gained respect, and team members grew in perspective, capabilities, independence, and productivity, leading to an increase in sales performance.

Business Coaching Services

A business owner struggling with increased uncertainty and complexity in her business wanted to review the organisational structure and processes to determine what changes would help deal with the emerging challenges.

Through a study of the situation and a structured review, we drew attention to several improvement opportunities and worked with her management team to develop a new go-to-market plan, identify and document new processes, and deliver associated training.

Result: The changes increased confidence amongst staff, addressed the challenges, and reestablished steady growth.

Remote Sales Training

The client had multiple channels, geographically dispersed sales teams with mixed levels of experience and capability. Classroom training was impractical, and previous one-off training had not produced lasting change.

Through a programme of virtual classroom sessions for small groups and in some cases, individuals, we were able to address the diverse needs efficiently. A series of follow-up sessions and some sales enablement support helped change practices and behaviours.

Result: Sales forecasting, channel partner management, key account management, and new business generation all improved, contributing to a performance leap.

Sales and margins increase when salespeople, managers, and executives have a coach. Arrange an informal conversation to assess the potential in your business:

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