Top Objectives for Sales Coaching

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Sales coaching is mentoring and guiding your individual sales reps to perform at their best. Active coaching builds hard and soft skills, teaches reps how to self-identify their weak points, and gives them the foundation for consistent success as they pound the pavement (figuratively or literally) every day..
It demands scheduled meetings between you, as the manager, and each of your reps—separately. Those can involve one-on-one conversations, pipeline and deal reviews, call analyses, and individual skill-building through practice and collaboration.

But it’s not just about building skills for the here and now—it’s about guiding each rep towards the next step in their career.

In contrast, sales training is about building the turkey telegram data skills of your team as a whole. “Training” might practice new scripts or talk tracks, test and refine new tactics, or redefine the sales process.

Sales Coaching vs Sales Training
So, sales training hones team-wide sales strategies, while sales coaching shows each rep how to maximize those strategies in their day-to-day process.

Coaching is about more than just telling your reps what to do.

Here are some primary goals of a solid sales coaching strategy:

Improve sales skills across the team: Individual coaching helps build foundational skills across your team, so they can tackle your unique sales process and pipeline.
Motivate sales reps to high performance: You must (1) find the right motivators for each rep, and (2) build relevant reward systems for improved performance.