Sales Performance Coaching supports sales professionals, managers and leaders in examining the thinking, behaviours and decisions that influence sales effectiveness.

Depending on the client's role and objectives, coaching may address areas such as pipeline management, account development, conversion, stakeholder engagement, forecasting, negotiation, pricing, margin, sales leadership and commercial discipline.

Examples include:

• Inconsistent prospecting or pipeline development;

• Weak conversion;

• Difficulty engaging senior stakeholders;

• Negotiation challenges;

• Over-reliance on discounting;

• Account-development issues;

• Unreliable forecasting;

• Confidence in difficult sales situations;

• Sales-management effectiveness;

• Prioritisation;

• Commercial decision-making;

• Leading sales teams.

The coaching focus is determined according to the client's actual situation rather than following a standard sales script.

Sales training generally teaches knowledge, techniques, tools or processes.

Sales coaching focuses on how an individual thinks about and applies those capabilities in their own situation. For example, training may teach negotiation techniques, while coaching may help a salesperson understand why they repeatedly concede too quickly during real negotiations and what they want to do differently.

Training develops capability; coaching helps translate capability into more effective application.

Sales Performance Coaching may be suitable for:

• Individual sales professionals;

• Key account managers;

• Business development professionals;

• Sales managers;

• Heads of Sales;

• Commercial leaders;

• Business owners responsible for sales.

The focus and level of discussion will differ according to the participant's responsibilities.

Yes. Sales leadership coaching may focus on issues such as:

• Coaching the sales team;

• Forecasting discipline;

• Pipeline management;

• Performance conversations;

• Sales strategy execution;

• Account prioritisation;

• Margin discipline;

• Cross-functional alignment;

• Leadership effectiveness.

Team or organisational engagements are scoped separately from individual coaching.

Yes. Sales issues are sometimes symptoms of broader business issues involving positioning, pricing, strategy, capability, management or execution.

Where appropriate, coaching may therefore expand beyond an isolated sales issue into broader Business Performance Coaching.

If the issues appear sufficiently interconnected, ASCEND™ may also be considered.