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Arthur ANDRÉ
Arthur ANDRÉ
min read

12 Effective Sales Coaching Tips That Work

Your Sales Team Needs Your Help, here are 12 actionable ways to coach them.

If you manage a sales team, you know that coaching is essential to success. But what are the best ways to coach your team? In this blog post, we'll share 12 effective sales coaching tips that really work. By following these tips, you'll be able to help your team close more deals and reach their quotas.

Coaching Tip #1 : Schedule Call Replay Sessions every week

One of the best ways to coach sales reps is to use call replay sessions. During these sessions, you can listen in on calls and give feedback afterwards.

This feedback can be positive or negative, but it should always be constructive.

Call replay sessions are a great way to help reps improve their selling skills.

Coaching Tip #2 : Give Specific & Actionable Advices during 1-on-1 Meetings

It is important to give actionable advices during 1-on-1 meetings with sales reps. These advices should be specific and tailored to each rep.

For example, if a rep is not closing enough deals, you might advise them to try a different closing technique.

Giving actionable advices will help reps improve their sells skills and increase their conversion rate.

Coaching Tip #3 : Set Specific Goals

Setting specific goals is important for two reasons:

First, it gives reps something to strive for.

Second, it allows you to measure their progress. If you do not set specific goals, it will be difficult to know if your coaching is effective or not.

A few examples of specific goals include:

• Increasing the number of qualified leads by 10%

• Increasing the close rate by 5%

• Decreasing the time it takes to make a sale by 2 days

Coaching Tip #4 : Provide Feedback

Feedback is essential for coaching sales reps.

Without feedback, it is difficult for reps to know what they are doing wrong or right. Feedback should be given frequently and should always be constructive.

For example, if a rep closes a deal that was worth less than what was originally quoted, you might give feedback about how they could have improved the situation.

Giving feedback will help improve your coaching effectiveness and allow reps to learn from their mistakes.

Coaching Tip #5 : Encourage creativity and out-of-the-box thinking.

In business, it is essential to encourage creativity and out-of-the-box thinking.

Sales reps are often required to come up with new and innovative ways to sell products or services, and it is important that they have the freedom to think outside the box. However, encouraging creativity can sometimes be difficult, as it requires managers to relinquish some control.

One way to encourage creativity is to provide sales reps with coaching and mentorship. This can help them to feel more comfortable taking risks, and it can also give them the opportunity to learn from their mistakes.

By encouraging creativity, businesses can ensure that their sales reps are always able to find new and successful ways to sell their products or services.

Coaching Tip #6 : Help your reps set realistic goals.

As a sales manager, it's important to help your reps set realistic goals. By coaching them and providing regular feedback, you can ensure that they are on track to meet their targets. Sales coaching involves giving reps guidance and support as they work to improve their sales skills.

As a sales coach, you'll need to be able to motivate and encourage your reps while also holding them accountable for their results. In order to be an effective sales coach, you must first understand the sales process and the various stages of the sales cycle.

You'll also need to have a good understanding of the products or services that your reps are selling. With this knowledge, you'll be able to provide them with the resources and tools they need to succeed.

Coaching Tip #7 : Celebrate successes, big and small.

The best sales reps know that it’s important to celebrate successes, big and small.

This not only helps the sales rep stay motivated, but also provides valuable insights that can be used to improve sales strategies. In addition, celebrating successes can help build team morale and foster a sense of camaraderie among sales reps.

Next time you make a sale, take a moment to celebrate their success, it just might be the boost they need to close the next deal!

Coaching Tip #8 : Be available when your reps need you.

Offer regular feedback and coaching. It's important to provide consistent coaching and feedback to your sales reps as they work to build their skills and improve their performance.

Whether you're coaching them one-on-one or leading regular group coaching sessions, make sure that you're taking the time to offer constructive feedback and support, rather than just focusing on areas where they be struggling.

Coaching Tip #9 : Lead by example

Your team is always watching and learning from you, so it’s important to set the right tone and behaviours from the start. Model the kind of attitude and work ethic you want your reps to have. Be enthusiastic, positive and coachable yourself.

If you’re not willing to listen to feedback and learn from your own mistakes, your reps won’t be either.

Most importantly, be a sales “closer” yourself. Show your sales reps that you’re still out there closing deals and hitting your targets.

They’ll be more motivated to do the same if they see that you’re still working hard and achieving results.

Coaching Tip #10 : Be patient and understand that change takes time.

It's been said that sales reps are born, not made.

And while it's true that some people are naturally better salespeople than others, that doesn't mean that sales reps can't be coached to improve their skills. However, it's important to be patient and understand that change takes time.

Just as a sales rep wouldn't expect to close a big deal on the first meeting with a potential client, a sales coach shouldn't expect results overnight.

Change requires time and effort, but it is possible to see significant improvement if both the sales rep and coach are committed to the process.

With patience and perseverance, even the most challenging sales reps can learn new skills and techniques that will help them close more deals and boost their sales career.

Coaching Tip #11 : Pay attention to body language and nonverbal cues.

In addition to listening closely to what your reps are saying, also take the time to watch for any nonverbal cues that might indicate areas where they could use more support or guidance.

By observing things like tone of voice, facial expressions, posture, or eye contact, you can gain valuable insight into how they're feeling about a particular coaching session or meeting, which can help you adjust your coaching style accordingly.

Coaching Tip #12 : Don't be afraid to give tough love when it's needed.

The only way people can grow is if they are challenged.

Don’t be afraid to take your team members out of their comfort zone; it’ll only help them in the long run.

Give them a new sales strategy to try, up their quota once they reach a certain point, or start something else that will require some critical thinking and hard work on their part.


These are just a few of the many things you can do to coach your team effectively!

The most important thing is to be consistent with your coaching and feedback, and always keep the lines of communication open with your sales reps.

By following these tips, you'll be well on your way to helping your team close more deals and reach their quotas.

Photo by Kindel Media

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