PROFESSIONAL SALES COACHING
“Building High-Performing Sales Teams Through Structured Coaching, Motivation, and Accountability”
Course Schedule
| Date | Venue | Fees (Face-to-Face) |
|---|---|---|
| 12 – 13 Feb 2025 | Doha, Qatar | USD 1995 per delegate |
Course Introduction
In a competitive and fast-evolving sales environment, success no longer depends solely on individual sales talent—it depends on coaching. Professional sales coaching helps unlock performance, foster a growth mindset, and turn sales managers into effective mentors who inspire results.
This interactive 2-day training equips sales leaders, supervisors, and team leads with the coaching skills and tools required to elevate their teams. Participants will learn how to deliver impactful coaching conversations, drive accountability, and build confidence and resilience within their salesforce.
Course Objectives
By the end of this course, participants will be able to:
- Differentiate between managing, training, and coaching
- Structure powerful one-on-one and field coaching sessions
- Use observation and feedback to improve sales behaviors
- Motivate salespeople through targeted development plans
- Build accountability systems using KPIs and activity tracking
- Create a culture of continuous learning and high performance
Key Benefits of Attending
- Improve team-wide sales performance, not just top performers
- Coach consistently and confidently, even under pressure
- Develop the coaching mindset to build trust and influence
- Reduce turnover and improve engagement through development
- Align sales coaching with business strategy and sales metrics
Intended Audience
This program is designed for:
- Sales managers and team leaders
- Regional and national sales directors
- Field supervisors and business development leads
- Sales enablement and performance managers
- Anyone responsible for coaching and developing sales teams
Individual Benefits
Key competencies that will be developed include:
- Sales coaching frameworks and questioning techniques
- Behavior-based feedback and performance analysis
- Emotional intelligence in coaching conversations
- Motivation and resilience-building strategies
- Goal setting and progress evaluation
Organization Benefits
Upon completing the training course, participants will demonstrate:
- Stronger performance across the entire salesforce
- Better alignment between strategy, targets, and activity
- A more consistent, scalable approach to developing sellers
- Higher sales conversion and customer engagement rates
- Reduced management time spent on performance issues
Instructional Methdology
The course follows a blended learning approach combining theory with practice:
- Sales-specific coaching models and scripts
- Role plays, simulations, and case-based feedback
- Self-assessment and peer review tools
- Coaching conversation templates
- Metrics-based coaching dashboards and field visit guides
Course Outline
Detailed 2-Day Course Outline
Training Hours: 7:30 AM – 3:30 PM
Daily Format: 3–4 Learning Modules | Coffee breaks: 09:30 & 11:15 | Lunch Buffet: 01:00 – 02:00
Day 1: Foundations of Sales Coaching
Module 1: The Role of a Sales Coach (07:30 – 09:30)
- Coaching vs. managing vs. training
- Attributes of effective coaches
- Barriers to coaching in sales environments
Module 2: Coaching Conversations & Questioning (09:45 – 11:15)
- The GROW model and variations
- Asking vs. telling in performance discussions
- Coaching templates for different scenarios
Module 3: Field Observation and Behavior Analysis (11:30 – 01:00)
- Structuring in-field sales coaching
- What to observe: call planning, discovery, objections, closing
- Giving real-time feedback without micromanaging
Module 4: Role Play – Live Coaching Session Simulation (02:00 – 03:30)
- Participants practice and coach peers through a sales scenario
Day 2: Building Accountability and a Coaching Culture
Module 5: Motivation and Development Planning (07:30 – 09:30)
- Tailoring coaching to personality and motivation
- Creating individual development plans (IDPs)
- Overcoming resistance and coaching mindset shifts
Module 6: KPI-Based Coaching and Dashboards (09:45 – 11:15)
- Using metrics for coaching, not micromanagement
- Activity vs. outcome KPIs
- Identifying leading vs. lagging indicators
Module 7: Group Coaching and Team Performance (11:30 – 01:00)
- Leading coaching huddles and team workshops
- Sharing wins, handling underperformance
- Creating peer accountability
Module 8: Final Exercise – Sales Coaching Strategy Plan (02:00 – 03:30)
- Participants design a 30-day coaching plan
- Group review, feedback, and instructor coaching
Certification
Participants will receive a Certificate of Completion in Professional Sales Coaching, validating their ability to lead, coach, and develop sales teams for long-term performance and motivation.