Sales coaching provides regular one-on-one guidance and training for sales reps to continuously improve their selling skills and on-the-job performance. Coaching addresses knowledge gaps, presentation approaches, phone proficiency, objection handling, product mastery, and closing techniques through instruction, role playing, and modeling.
Managers observe sales reps in action, provide effective feedback based on strengths demonstrated and gaps observed, and guide practice on more optimal techniques through encouragement versus criticism. Ongoing field coaching accelerates development.
A coaching culture focused on elevating seller skills versus micromanagement fosters team growth and retention. Done right, sales coaching provides a force multiplier making an entire team better at complex selling through personalized attention.