Sales coaching and team development
The best sales manager is a coach who helps the team grow.
Programme overview.
Turns the sales manager into a coach. Field coaching, feedback models, individual development plans and methods to raise performance from observation. It makes team performance sustainable.
Why this training?
Training ends in the classroom; development starts in the field. Only a small part of what is learned in training becomes lasting behaviour — the part the manager supports through observation, feedback and repetition. This programme gives the manager field-coaching skill: observe rather than criticise, ask rather than tell, let the salesperson live the result rather than intervene.
The backbone of the programme.
GROW model
Goal → Reality → Options → Will (what will you do?). Do not give the answer; have it found through questions.
ORID feedback
Objective (what happened?) → Reflective (how did you feel?) → Interpretive (what did you learn?) → Decisional (what will change?). A learning frame, not a judgement.
Field coaching ritual
5 minutes of preparation before the visit, observation during the visit (no intervention), 15 minutes of debrief afterwards. Two full field-coaching blocks per salesperson per month.
Individual development plan (IDP)
A one-page document, updated twice a year for each salesperson, with 3 development priorities and a 3-month action plan. The basis of performance review.
Field example.
In a 24-person international sales organisation we installed the field-coaching ritual. Six months later: 1.8 field-coaching blocks per salesperson per month on average, the team's close rate rose 14%, and the share of new salespeople reaching the expected target in the first six months rose from 38% to 72%.
By the end of the training, the participant will:
- 01Turn field coaching into a systematic process
- 02Use coaching models such as GROW and ORID
- 03Build an individual development plan for each salesperson
- 04Link coaching to the annual performance cycle
Programme flow.
- Foundations of the coaching approach
- GROW and ORID models
- Field coaching: observation, feedback, plan
- Difficult performance conversations
- Preparing an individual development plan
- Embedding coaching in company culture
Minimum 2 days
Turkish / French / German
Live coaching simulations, Video recording, Individual development plan template
Certificate of participation issued
What do you leave with?
No pure theory: templates and documents adapted to your business, usable from day one.
- 01Field-coaching observation and debrief form
- 02GROW coaching question bank
- 03Individual development plan (IDP) template
- 04Monthly coaching-activity tracking format
Target participants.
- Sales managers
- Team leaders
- HR / training owners
Preparation.
- Hold an active sales-manager role
- Be able to join the team on customer / field visits
Sales coaching and team development — join the programme.
You can take this training individually, in a group or in-company. Send your request with your preferred language and format.