The Difference Between Good and Bad Sales Coaching

Strong coaches drive continuous improvement by giving their sellers the tools they need to take ownership of their own success. 

This process starts by collaboratively aligning on an assessment of the seller's strengths and weaknesses.

The two videos below demonstrate the difference between an effective and ineffective performance assessment conversation.

These videos are sourced from our sales performance platform Accelerate^TM a digital learning resource at the heart of our Consultative Sales Coaching training program. Learn more about Accelerate by clicking here.

When Sales Coaching Goes Wrong

In this video example, we show what an ineffective assessment looks like in a coaching conversation.

In this scenario, the coach missed out on the opportunity to effectively guide the conversation by failing to execute four key skills:

• Getting the seller’s self-assessment first
• Providing balanced feedback that is not judgmental
• Offering specifics when coaching performance
• Striking a collaborative tone

What Effective Sales Coaching Looks Like

In the video below, we show what an effective assessment looks like in a coaching conversation.

This example demonstrates the importance of:

• Asking open-ended, neutral questions to get the seller’s assessment first
• Highlighting the seller’s strengths by providing specific examples
• Avoiding judgmental language
• Providing feedback that offers practical examples

With training, practice, and the right tools sales managers can transform themselves and their team to drive lasting results. Click here to learn more about our Consultative Coaching program.