Glossary

A B C D E F G H I J K L M N O P Q R S T U V W

Sales coaching

Meeting with reps to improve skills and pipeline health.

Sales coaching consists of regular one-on-ones between reps and management with the goal of improving rep skills and pipeline health.

Sales training typically provides knowledge for the first time, whereas sales coaching reinforces knowledge and improves skills further.

Common sales coaching activities include:

Pipeline review — discussing deals, strategizing and holding reps accountable for updates
Call review — reviewing recorded calls and providing feedback for improvement
Role plays — simulated calls to develop skills and work on technique

Sales coaching is especially important for sales organizations with detailed, long or complex sales processes, which need more “project management” and sales skills to close.