My Sales Coaching Workbook
My SalesCoachingWorkbookThe key to being a great sales managerisn’t pipeline analysis or revenue tracking.It’s coaching.This isn’t as daunting as it may sound. Thecoaching modules below will guide you asyou engage with your team throughoutthe week. They include both one-on-onesessions with reps and teamwide coachingopportunities. Keep in mind that this isjust a starting point; as needed, adjust theschedule or coaching topics to suit theneeds of your sales team.For your team to be successful, you needto encourage constant improvement,support reps as they overcome obstacles,facilitate ongoing collaboration, andcelebrate big wins.If this is the kind of coach you want to be,this workbook is for you.To get started, simply fill out this workbookand upload to your rep accounts in yourCRM for record-keeping every week. Youcan also fill out the Salesforce Anywherecoaching template we created, which canbe easily stored in Sales Cloud.Based on interviews with top sales leaders,we found that effective sales coachingrequires at least two sessions a weekwith each rep (totaling an hour minimum).Additionally, sales experts advocate somesales team interaction every workday.This keeps reps engaged, on track, andquickly able to address any obstacles toclosing deals.Lastly, if you’re interested in making yourcoaching even more efficient, look forsuggested Sales Cloud coaching tools inthe worksheets below.What’s InsidePage 2: Weekly Coaching To-Do ListPage 3: Rep One-on-One WorksheetPage 5: Team Coaching WorksheetPage 7: Next Steps1
Weekly Coaching To-Do ListUse this checklist to mark off your daily coaching tasksMONDAYEmail team with 1-2 sales hacks and details on team sales contest(s)Lead individual rep one-on-ones, 45 minutes max eachTeam Member NameMeeting TimeTeam Member NameMeeting TimeTUESDAYSend team an inspirational or motivational messageWEDNESDAYSend team goal progress updates, contest updates, and wellbeing reminderTHURSDAYLead individual rep one-on-ones, 15 minutes max eachTeam Member NameMeeting TimeTeam Member NameMeeting TimeFRIDAYSend team inspiration or motivational messages, new sales hacks, and contest updatesPrep for Monday’s one-on-ones2
Rep One-on-One WorksheetUse the prompts below to guide your weekly one-on-ones with individual sales reps. Be sureto record key takeaways and feedback in the “Notes” column that you can use for goal-setting.Team Member NameWeek StartingMONDAY 1:1 (Video call or in-person meeting, 45 minutes max)TopicPromptsNotesMental health/wellnesscheck (10 mins)For manager: Check onrep’s overall health andjob satisfaction.What’s going well:Consider asking: What exciting things did you dothis past week(end)? On a scale of 1 to 10, how wouldyou rate your overall wellbeing? If lower than an 8 or 9, how can Ihelp get you closer to 10? What are you going to do tomaintain wellbeing this week?Last week’s win(s) manager (5 mins)Last week’s win(s) rep (10 mins)3 achievable goals forthis week (10 mins)What’s not going well:For manager: Share 1-2 wins yousaw from this rep during theprevious week.Win #1:For rep: Highlight at least onepositive/successful thing about lastweek’s performance (big or small),or your favorite thing about theprevious work week. Any takeaways?Win #1:For rep: Name each goal in20 words or fewer and add ameasurement/metric to determinesuccess this week. (Consider trackingin Sales Cloud Anywhere)Goal 1:Success metric:Win #2:Win #2:Goal 2:Success metric:Goal 3:Success metric:Idea for growth thisweek (10 mins)For manager: Suggest one way repcan grow professionally or personallythis week (see notes from previousweek, if available). How can theyhold themselves accountable forthis development?3Growth idea:Progress metric for this week:
OPTIONAL - GOOD FOR NEW HIRESTHURSDAY 1:1 (Video/phone call, 15 minutes max OR email/message)TopicPromptsProgress tracking (5 mins)Where do things stand with rep’sthree goals? On track for success?If not, what needs to change?Suggest using peers as resources.Open questions professional (5 mins)Rep leads with questions/comments, addresses salesobstacles/struggles.[OPTIONAL] Open questions- personal (5 mins)Rep leads with questions/comments, addresses wellbeing,personal concerns, etc.NotesFRIDAY MANAGER’S NOTESRecord these on Friday afternoon for Monday 1:1sTopicPromptsNotesThis week’s big win(s)Highlight 1-2 big wins for thisrep. Examples: deal progress,team engagement, professionaldevelopment. (Consider usingSales Cloud Pipeline Inspection toreference deal progress or EinsteinConversation Insights to reviewsuccessful sales calls.)#1 win:Jot down a quick run-down ofproblems to surface in Monday’s 1:1.(Consider using Sales Cloud PipelineInspection to identify issues.)Problem 1:Obstacles to addressnext week#2 win:Problem 2:Problem 3:Growth idea for next weekHighlight one personal/professionalgrowth opportunity to share in nextMonday’s 1:1.Consider: Courses Seminars Events Training sessions Team social events Book club PodcastsGrowth idea:Goal to hit by next week:REMEMBER: Ask rep to fill in rep-specific fields in Monday’s one-on-one form and send directly to youbefore the end of day on Friday.4
Team Coaching WorksheetUse the prompts in the tables below to guide your weekly motivationalmessaging to the entire sales team.MONDAY AM (via email/messaging platform)TopicPromptsSales hacksShare one of your own sales hacks orclient intel from a rep.[OPTIONAL] Team contestLaunch one or more sales conteststo encourage reps to improveperformance. Consider contestslike “biggest deal closed” or “mostsales calls made.” Offer gift card ormonetary prize for winners.NotesContest:Deadline:Prize:TUESDAY AM (via email/messaging platform)TopicPromptsInspiration/motivationSend something to motivate reps.Funny memes and videos tend toelicit positive responses.Notes5
WEDNESDAY AM (via email/messaging platform)TopicPromptsProgress shoutoutWhere is this team making progress?Call it out.NotesProvide updates on the team contest(if applicable).Wellbeing reminderShare suggestions for staying healthyand focused.FRIDAY AM (via email/messaging platform)TopicPromptsInspirationSend something to motivatereps to close out the weeksuccessfully - e.g. a “big win”story (consider multimedia - video,audio, memes, etc.).Sales hackAsk reps for sales or customer insightthey can share with the team. Holdon to this for Monday.[OPTIONAL] ContestupdatesAnnounce the winner of thecontest(s) (if ending on Friday), orshare leaderboard updates.Notes6
WHAT’S NEXT?Daily sales coaching is key to ensuring repsstay on track and engaged as they worktoward their goals. Make sure this progressis well-documented and easily accessible.plans with customized rep tasks, andreview up-to-date pipelines to confirmgoal progress.When you’re ready, add on additionalfunctionality like Einstein ConversationInsights to record and review sales calls andSalesforce Anywhere to create collaborativedocuments right in your CRM.As noted throughout this workbook,robust CRMs like Sales Cloud can help.Track rep activity via automatically loggedcalls and messages, fine-tune actionDiscover how Sales Cloud can helpsupport successful sales coachingIntuitive dashboards, call recording analysis,collaboration tools, and trackable metricsmake coaching easy.LEARN MOREThis coaching plan was developed with the help of:Lori Richardson, sales leader and founder of Score More SalesNiraj Kapur, author, sales coach and LinkedIn trainerRichard Harris, sales leader and founder of Harris Consulting GroupScott Leese, sales consultant and strategic advisorLarry Long Jr., CEO and keynote speaker at LLJR EnterprisesBelal Batrawy, SaaS startup advisor and sales leader7
My Sales . Coaching . Workbook The key to being a great sales manager . . coaching template we created, which can be easily stored in Sales Cloud. Lastly, if you’re interested in making your . Sales Cloud Pipeline Inspection to reference deal progress or Einstein
sales coaching. Sales managers need to understand why coaching has such a high return on investment. Let’s start by defining sales coaching: Sales coaching focuses on helping reps develop the skills, knowledge, and use of strategies that improve sales results. Based on this definition, the reasons why reps benefit from sales coaching are
training and can present risks to their coaching business. There are specific coaching niches such as substance abuse recovery coaching or ADHD coaching where the coach has specialized training to address the client's distress and in those circumstances, it may be appropriate for them to begin coaching at this level. 2. Resilience Coaching
3 Sales Coaching Excellence A Transforming Sales Results eBook Sales Coaching Excellence The term “sales coaching” doesn’t just refer to everyday sales management or sales leadership; we’re talking about something very specific. If you want to develop a best-in-class sale
Coaching program flow This is a generic coaching program flow that can be tailored to organisational and individual needs. Typically coaching programs are six months (nine hours of coaching) or 12 months (15 hours of coaching). Coaching Approach Overview and outcomes In my approach, responsibilities are shared. The coachee drives responsibility
Contents. Introduction 2 Part 1: Coaching - the current position 3 Part 2: Defining and demystifying coaching 11 Part 3: The key players in the coaching relationship 18 Part 4: Making the case for coaching 23 Part 5: Preparation and setting the scene 29 Part 6: Choosing the right coach 32 Part 7: Coach selection and matching 38 Part 8: Managing the onward coaching engagement 46
P Coaching con PNL. P Los anclajes en la sesión de coaching. P 2019 Niveles lógicos. P Creencias poderosas y limitantes. P Las posiciones perceptuales en la sesión de coaching. P Integrando las técnicas básicas de PNL en la sesión de coaching. Tema 8 14 y 15 de junio de 2019 Coaching en las organizaciones educativas y coaching de grupos y .
P Coaching con PNL. P Los anclajes en la sesión de coaching. P 16 Niveles lógicos. P Creencias poderosas y limitantes. P Las posiciones perceptuales en la sesión de coaching. P Integrando las técnicas básicas de PNL en la sesión de coaching. Tema 8 29 Y 30 DE MARZO DE 2019 Coaching en las organizaciones educativas y coaching de grupos y .
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