Sales Coaching Template

SCT for High-Performing Teams

INSTRUCTIONS

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FOR MANAGERS

Fill out 'Your Coaching Opportunity' sections with personalized strategies for your team.

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FOR REPS

Use this template to self-assess and align with the coaching plan.

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REGULAR REVIEW

Revisit and update the template to reflect changes in strategy, market conditions, or team dynamics.

This template is a dynamic tool designed to guide sales managers in creating a structured coaching environment that motivates the team and produces measurable results.

Delete these call-out instructions when sharing with your team!

TACTICAL COACHING

Coaching Step 📋	Focus Area 🗳️	Objectives ✅	Your Coaching Opportunity 📌
Step 1: Area Focus Per Quarter	Choose one main area	Deepen rather than broaden the coaching scope	[Fill in based on team needs]
Step 2: Identify Opportunities	Analyze data for weak points	Identify weak points such as conversion rates and deal cycle length	[Fill in based on team needs]

KEY AREAS | TACTICAL COACHING

Area 📒	Challenges 📈	Goal 📍	Your Framework 🗂️
Light Discovery	Rapid-fire questions, dominating conversation	Improve discovery call balance	[Custom Framework]
Objection Handling	Not clarifying, steamrolling objections	Enhance objection handling skills	[Custom Framework]
Activity Levels	Low momentum, follow-up	Increase engagement and follow-up consistency	[Custom Framework]

STRATEGIC COACHING

Focus Area 📌	Strategies 🗃️	Objectives 📊	Your Coaching Opportunity 🖥️
Account Strategy	Engage decision makers, next steps	Craft strategic engagement plans	[Custom Framework]
De-risking Pipeline	Identify main risks, plan ahead	Minimize deal risks	[Custom Framework]
Competitive Playbook	Position against competitors, contextual understanding	Leverage competitive advantages	[Custom Framework]

PERSONAL COACHING

Focus Area 📥	Strategies 📚	Objectives 🗓️	Your Coaching Opportunity 📋
Confidence	Highlight wins	Foster confidence through recognition	[Custom Framework]
Motivation	Align personal goals with tasks	Boost drive and initiative	[Custom Framework]
Self-Coaching	Promote self-improvement	Encourage autonomy in skill development	[Custom Framework]

STEP 4 | Data-Driven Coaching Impact

Example 📂	Challenge 📈	Data Point 📍	Goal 🧷
Light Discovery	Dominating conversation	Talk time percentage	40% on calls
Objection Handling	Steamrolling objections	Patience score	Improve by 1.5 seconds

STEP 5 | Track Team Progress (Questions for Reflection)

Progress Check ✅	Question 🔎	Purpose ✍🏼
Slow to Show	Why? What did you learn?	Understand and address delays in progress
Stagnating	Can we combine approaches for better results?	Strategize to increase performance
New Problems	How to address new challenges?	Adapt and overcome unforeseen obstacles