The 9 Skills to Sales Coaching Success
1. Debriefs Effectively
Great coaches do more than ask how the call went. They dig into what actually happened. This skill focuses on structured, consistent debriefs that uncover the salesperson’s execution, thought process, and patterns. It emphasizes understanding the how rather than focusing only on the outcome.
2. Is Effective on Joint Calls
Coaches who only attend closing meetings miss the valuable learning moments. This skill highlights how to observe early stage calls, set expectations before the meeting, and avoid stepping in to rescue the salesperson so they can learn and strengthen their process.
3. Asks Quality Questions
Powerful coaching is built on powerful questions. Instead of interrogating or correcting, this skill focuses on using open ended questions that help reps identify gaps in their performance, reflect on their approach, and take ownership of their development.
4. Understands Impact of Sales DNA
Challenges such as fear of rejection, need for approval, discomfort discussing money, or an unproductive buy cycle can quietly influence sales behavior. This skill explains how effective coaches spot these issues and help reps address the root cause rather than the surface level problem.
5. Demonstrates an Effective Selling System
A coach cannot reinforce what they cannot model. This skill outlines how coaches demonstrate the core selling system, teach the reasoning behind it, and use examples and stories to help reps understand why the system works.
6. Is Effective at Getting Commitments
Improvement requires commitment. This skill helps coaches connect reps’ personal goals to their required behaviors, identify the gap between current performance and desired outcomes, and guide the rep toward committing to meaningful change.
7. Consistently Coaches Skills and Behaviors
Coaching should not be a once in a while activity. This skill focuses on establishing dedicated coaching time, emphasizing how the rep executed each step, and using repetition, role play, and drill for skill to build mastery.
8. Understands Impact of Will to Sell
Desire, commitment, outlook, motivation, and responsibility shape how a salesperson approaches their role. This skill explains how a coach can help reps strengthen these elements, eliminate excuses, and maintain the mindset needed for consistent performance.
9. Effectively Onboards New Hires
Success begins the moment someone joins the team. This skill emphasizes clear expectations, weekly coaching, pipeline inspection, and early identification of choke points so new hires ramp up more effectively and avoid developing bad habits.
You can access our audio clips on the 9 Sales Coaching Skills for free HERE!
These nine skills serve as the foundation of strong sales coaching. Our audio library gives you a clear and direct explanation of each skill, making it easy to learn, apply, and strengthen your coaching approach. Whether you are working to improve your team’s consistency, develop new managers, or sharpen your own leadership style, these short audio clips provide practical guidance that helps coaches lead more effectively and support the long term success of their sales teams.
