This course defines Sales Coaching and explains the benefits of coaching, helps managers plan motivational results-driven coaching visits, provides tips to conduct comprehensive pre-sales call briefings with the sales professional, explores how and why to most effectively observe sales professionals during actual client and prospect meetings, and identifies a proven process for an interactive coaching conversation.

This course benefits sales managers by providing the skills, processes, and tools to play their role as “coach” in developing the sales skills of their team members.

Course Series

This course is included in the following series:

2 CoursesSales Coaching

  1. Sales Coaching for Results
  2. Virtual Sales Coaching
Learning Objectives
  • Discover a coaching process to improve individuals’ sales performance
  • Explore methods to observe and assess sales calls
  • Discover how to reinforce and sustain selling skill improvements
Last updated/reviewed: March 12, 2024

Included In Certifications

This course is included in the following Certification Programs:

8 CoursesPorter Henry Sales Manager Certification

  1. Sales Coaching for Results
  2. Virtual Sales Coaching
  3. Counseling for Improved Sales Performance
  4. Managing Sales Performance
  5. Optimizing the Sales Manager’s Time to Achieve Priorities – Allocating/Saving Time for Top Priorities and Efficiency
  6. Recruiting and Selecting Sales Stars
  7. Sales Leadership 1 – Creating a Sales Vision
  8. Sales Leadership 2 – Influencing and Motivating the Sales Team
Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. 

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
  Introduction to Sales Coaching for Results2:38
  Defining Sales Coaching 3:22
  Field Coaching Model1:38
  Plan the Coaching Visit4:36
  PreCall Briefing3:17
  Observe the Call4:26
  Coaching Conference and Follow-Up7:52
  Sales Coaching for Results 27:50
  Slides: Sales Coaching for ResultsPDF
  Sales Coaching for Results Glossary/IndexPDF
  Review Questionsquiz
 Final Examexam