The Sales Coaching Template
For High-Performing Teams
There are “random acts of coaching,” and then there’s high-impact coaching – the kind that motivates your team AND shows up in dashboards. Steal this template and use this 5-point framework elite sales managers use to get their coaching to pay dividends.
WHAT YOU’LL LEARN
3 COACHING OPPORTUNITIES HIDING IN PLAIN SIGHT
These coaching opportunities will boost win rates, improve deal momentum, and set your reps on an unstoppable winning streak.
THE 5-POINT FRAMEWORK FOR HIGH-PERFORMING TEAMS
Use the coaching framework in this template to identify improvement opportunities, provide feedback, and drive real behavior change.
WHERE MOST COACHING FALLS SHORT
The problem with most coaching isn’t time. It’s how time is spent. Skip past common – and unproductive – coaching mistakes and reap the rewards of a winning process.
HOW TO USE THE SALES
COACHING TEMPLATE
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FIND WHERE TO FOCUS YOUR COACHING:
For your sales coaching plan to meet objectives and deliver results, go deep in one area rather than shallow across the board. -
BUILD YOUR SALES COACHING PLAN:
This choose-your-own-adventure sales coaching template lets you create a plan that fits your reps, expectations, and results – all while keeping accountability front and center. -
QUANTIFY YOUR COACHING’S IMPACT:
In this coaching template, you’ll learn how top managers use data to find low-hanging fruit and track coaching impact.
GET THE TEMPLATE AND WITHIN SECONDS YOU’LL LEARN:
THE ART OF NARROWING THE FOCUS:
Top sales coaches know how to narrow the focus. Instead of throwing the book at them, give reps one area to focus on per quarter.
MEASURING THE IMPACT OF COACHING:
Too many coaches make the mistake of measuring the impact of coaching against overall revenue and pipeline numbers. Instead, learn how to tie your coaching methods to the successful completion of specific goals.
DATA-DRIVEN ASSESSMENT OF WEAKNESSES:
You might have an opinion about a rep’s weaknesses, but the data doesn’t lie. Conversion at deal stage, forecast accuracy, and other metrics will lead you to the most fruitful coaching opportunities.
TRACKING YOUR TEAM’S PROGRESS:
It’s one thing to step up your approach to coaching; it’s another thing to gauge how well reps are adopting the new frameworks. This template will help you uncover why adoption is slow, stagnant, or giving way to new problems.
ACTIONABLE COACHING FRAMEWORKS:
Give reps a framework to replicate success based on where problems are showing up, be it light discovery, poor handling of objections, or low momentum.
3 CATEGORIES OF SALES COACHING:
The beauty of this template is that it provides strategies for each of the main categories of coaching: tactical; strategic; and personal. It’s the most comprehensive sales coaching template you’ll find.
What’s included
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PICK-YOUR-OWN-ADVENTURE TEMPLATE
Choose where to focus your coaching and see: where sales coaches have seen success, how they train to right behaviors – and what KPIs to track. -
REAL EXAMPLES OF COACHING PLANS:
This template comes with pre-built examples of how to grow rep performance in key areas that support your sales org’s initiatives. -
FOUNDATIONAL PRINCIPLES OF SUCCESSFUL SALES COACHING:
Not all coaching is made equal. And not all coaching has equal results. We’ve condensed the tried-and-true wisdom of top coaches in this 3-page sales coaching template.
TALENT WINS DEALS. COACHING WINS CHAMPIONSHIPS.
Learn how top sales coaches level up their team with the sales coaching template.
FREQUENTLY ASKED QUESTIONS
What examples are included in the sales coaching template?
Light discovery. Poor objection handling. Low momentum. Account strategy. De-risking pipeline. Competitive deal playbook. No next steps. And more.
How much time will I need to dedicate to coaching for this template to work?
However much you are currently dedicating to coaching: This template comes with no additional time investment on your part, just more return on investment for the time you’re already spending on it by focusing your efforts and using data to guide your reps.
How do I know the sales coaching template works?
This template includes metrics to track based on your team’s key improvement areas. Build the plan, track the metrics, and watch your team’s results soar.
What makes Gong such experts on sales coaching?
First of all, we make some pretty terrific sales coaching software. Not to brag or anything, but Gong is the #1 on the list of Best Software Products for 2022 from G2 Crowd. But don’t take it from us: go check out the thousands of reviews from other sales professionals and you’ll see that we know a thing or two about sales coaching.
- Three tactical coaching opportunities: sales call recordings; role play; and self-discovery
- How to coach on deals, including the opportunity that deal warnings present
- How reps can review their game tapes to self-improve
Need some more? Be sure to read our Guide To High-Performance Sales Coaching. There’s tons of good sales coaching tips in there, including a five-step coaching framework that you can use with your own teams.
Do you have any real-world examples or case studies of sale coaching in action?
We love showcasing how our customers have successfully used Gong to improve their sales coaching. You can learn how Zillow uses Gong to coach its reps in real time, for example. Or how Hubspot uses Gong for coaching its new hires. Across all of our customer stories, you’ll find practical tips that you can apply to your own day to day.