Sales Glossary > Sales Coaching

Sales Coaching

Sales coaching is the process of developing salesperson’s skills and techniques, usually carried out or overseen by the Sales Manager.

Coaching can build on training and cover every step of the sales process, from the proper use of software to interacting with leads. This can be implemented through one-on-one sessions with the mentor or group activities.

Sales teams can also handle coaching in-house (peer-to-peer or by assigning senior mentors) or get an outside help from professional coaches.

Sales coaching is typically an important part of the initial ramp-up process (for new hires). Yet, for maximum effectiveness, the coaching should be tailored to the individual and be ongoing.

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