Sales Coaching vs Sales Training

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Key takeaways:

Active coaching boosts individual close rates, rep retention, and overall team performance.
Implement AI-powered tools to elevate your coaching efforts, not replace them.
Small businesses should onboard slowly, coaching on the sales skills and tactics of the founder or original salesperson.
Design an actionable coaching “game plan” with your reps to direct and track progress.
Prioritize the time spent on consistent coaching, and make yourself available outside the sessions.
Choose the right sales coaching tools, like Close or Seismic Learning, to streamline your coaching approach and amplify results.
By the end of this guide, you’ll have the know-how to coach your team to hit consistent home runs—every time they step up to the plate.

What is Sales Coaching? And Why Does It Matter?
Sales coaching is mentoring and guiding your individual sales reps to perform at their best. Active coaching builds hard and soft skills, teaches reps how to self-identify their weak points, and gives them the foundation for consistent success as they pound the pavement (figuratively or literally) every day..
It demands scheduled meetings between you, as the manager, and each of your reps—separately. Those can involve one-on-one conversations, pipeline and deal reviews, call analyses, and individual skill-building through practice and collaboration.

But it’s not just about building skills for the here and now—it’s about guiding each rep towards the next step in their career.

In contrast, sales training is about building the nepal telegram data skills of your team as a whole. “Training” might practice new scripts or talk tracks, test and refine new tactics, or redefine the sales process.

So, sales training hones team-wide sales strategies, while sales coaching shows each rep how to maximize those strategies in their day-to-day process.

Top Objectives for Sales Coaching
Coaching is about more than just telling your reps what to do.

Here are some primary goals of a solid sales coaching strategy:

Improve sales skills across the team: Individual coaching helps build foundational skills across your team, so they can tackle your unique sales process and pipeline.