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agile sales coaching training program

Sprint Coaching™ At a Glance

Your sales managers need an agile approach to coaching to drive lasting change.

Effective sales coaching training drives continuous performance improvement

Richardson’s Sprint Coaching™ programme teaches an agile approach to sales coaching that makes the developmental process iterative and flexible. This approach transforms the traditional role of a manager from being the expert who directs and tells, to being a coach who inspires increased self-motivation to learn, change, and improve results.

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For Who

Sales Managers
Sales Leaders
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Virtual instructor-led
Digital Learning
Blended Learning
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3 four-hour VILT or 1.5 ILT workshops with pre and post digital learning

Why Sales Managers Need Coach Training

All sellers need coaching to succeed in today's dynamic sales landscape. Sales coaching is crucial for nurturing and developing the skills, performance, and mindset of sales professionals. However, sales managers' approach to coaching must evolve to match the modern landscape of buying and selling.

Traditional one-on-one sessions no longer work in a setting of constant disruption. Sales coaching must be ongoing. It must help sellers quickly develop skills in the field. Incremental growth is key to lasting change and adaptation in the moment. Sales coaches need an agile approach.

Our Approach to Sales Coaching

Sprint Coaching™ is a collaborative process where managers use questioning tactics to help sellers self-assess ways to use their strengths to solve problems and continually grow as sales professionals. The outcome is a team of self-reliant, skilled professionals who take greater ownership of their growth and meet business goals independently – ultimately leading to improved job performance.

To accomplish this, the Sprint Coaching™ programme teaches these key tactics:

Sales Coaching Sprints: A sprint is a cycle of Prepare-Engage-Advance that helps sales managers guide sellers to self-discover ways to use their strengths and continuously improve through effective problem-solving.

Sprint Sales Coaching Model: Sales managers are trained to use an Assess-Analyse-Address model to coach sellers more effectively. They assess current performance, analyse root issues preventing stronger performance, and address those root issues with action.

Take a deeper dive into the Sprint Sales Coaching™ Approach by Downloading the White Paper: Coaching Your Team to Find their Stride

With Sprint Coaching™ Sales Managers Will Learn How To:

  • Effectively coach sellers to increase accountability for personal growth
  • Understand the three core reasons to coach and avoid common mistakes when coaching
  • Conduct effective in-person and remote coaching sessions in a respectful and safe environment
  • Use coaching dialogue skills to engage sellers in collaborative conversations
  • Develop self-coaching skills to ensure continuous development

Sales Coach Training Example: The Wrong Way to Address a Performance Issue

Our Sprint Coaching training programme leverages our sales performance platform to provide real-world examples of the core concepts covered in training. The video below is an excerpt from this programme and shows an ineffective way of addressing a performance issue.

Benefits of Sales Coaching Training

Upon completing the Sprint Sales Coaching training programme, your organisation will benefit from:

  • A competitive edge through a performance-driving coaching culture
  • A discipline of “everyday coaching” for faster behavior change and better results
  • Improved performance by turning routine management inspections into coachable moments
  • Higher levels of self-motivation to excel so that team members take greater responsibility for their performance

Sales managers learn to gain commitment and clarity on agreed-upon actions and next steps to maintain accountability among their team members.

agile sales coaching training program

Sprint Sales Coaching Training Programme Brochure

Learn how we can train your team to coach with agility.


Key Areas of Content

  • Preparing for Coaching Conversations

    Sales managers learn to prepare for planned and impromptu coaching conversations using a systematic approach

  • Connecting with Sales Professionals

    Sales managers learn to establish an open and collaborative coaching environment by connecting personally and professionally with their team members.

  • Effective Sales Coaching

    Sales managers learn to collaborate with team members, guiding them to self-assess weaknesses, self-discover strengths, and enhance performance through effective problem-solving.

  • Commitment to Action

    Sales managers learn to gain commitment and clarity on agreed-upon actions and next steps to maintain accountability among their team members.

  • Coaching in Sprints

    Sales managers learn to how to use "coaching sprints" to guide team members toward greater self-reliance and continuous professional improvement.

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