How To Create a A Structured Coaching Program for Your New Sales Reps

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The most important role of the sale’s manager in an organization is coaching. As the sale’s leader, you have to assure that your team is giving the best performance. It has been noticed that most of the sales coaching programs are based on the presentations and pep talks. Some of the managers will only tell stored to the new reps regarding the techniques that worked for them. What they do not understand is that the new reps need to work on training projects and you have to show them everything practically to get the best results. You have to assure that your sales coaching plan is based on their needs and now what you have learned in your experience.

Using the data-driven coaching program instead of the relying on your presentations and intuitions will give your reps a chance to formulate their own goals. They will know the points they have to focus on to provide the organization will the best results. You can also use technology in as an effective tool to help your reps understand how sales managers work.

You can prepare video regarding the tips, trick, and techniques. It will provide you with the benefits to train your reps anywhere anytime and you will not have to change your calendar or travel to your office for the meeting. Your sales manager will be more effective at coaching and they will require less budget if you are able to maintain a structured approach. It will give them more time to increase the sales.

When you are planning the coaching program you have to be very careful as there are several aspects you need to focus on. You have to teach your reps what and how they need to sell different types of products to generate revenue. Sales coaching software has been recently introduced that is very helpful in managing the program, however, without your skills and techniques it is nothing.

It is important that you create the sales coaching program once you have been trained. All the information and skills that you include in your plan should be tested and utilized because only then you can know which one of them is effective and result generating. Here we have everything you need to know about sales coaching program and how to create it.

Remote Coaching vs Observational Coaching

In a structured sales process, there are two types of coaching. However, sales’ coaching is based on your skills and the procedure that you follow. The coaching skills will be the same whether you are infield or remote. The only issue that you have to face is that the manager will not be able to see how the reps are performing. The performance of the reps are graded regarding the number of sales they have closed.

During the remote coaching procedure, the managers have to face difficulties. Even the top managers are not comfortable with coaching through Skype and they will start to tell tales instead of asking important questions and resolving the issues reps might have been facing.

To assure that your coaching is effective you have to do it in a consistent and frequent manner. It has been noticed that sales managers who manage a monthly coaching session have experienced better growth. Even if there are restrictions like budget, traveling or time they will use the remote coaching strategy. Remote coaching is very effective because it allows the managers to formulate the best coaching plans that they can apply.

5 Steps to develop sales coaching program

Sales’ coaching is a tough skill and you have to master everything to train the new reps. You have to remember that there is no relation between the tenure and effectiveness of coaching. Here we have 5 steps that will help you develop the perfect plan.

1.An Understood and Well Defined Coaching Process

The first and most important thing a sales manager has to consider is the development of a coaching program that they have to follow. There are different types of coaching programs that the sales manager can use like.

  • DiSC
  • Situational Leadership
  • Focused Coaching

If your sales reps will follow a defined program, they will be able to provide better results. when you will have a proper procedure to follow it would be easier to break down all the steps and you can quickly master the skills you are planning to teach your reps.

2.Sales Management Training

Coaching is difficult and the sales managers have to undergo development and training to assure that they know everything about the latest techniques and tricks that they can let their reps know about. It is important for the sales manager to be properly trained as only than he would be able to manage the coaching program according to the requirements of the reps.

3.Master the skills

When you have a properly planned program and you have trained the manager to coach, the reps you still cannot guarantee that you have the best sales coaches. You have to assure that your managers have mastered all the skills and they should know how to use the tools like

  • Coaching reports
  • Coaching schedules
  • Coaching plans

It will help them to enhance the effectiveness of their coaching session. The key to skill mastery is the reinforcement and you have to train and apply the skills to be the best results.

4.Structured Approach to Conduct Remote Coaching Session

To get the most out of every session it is important that you create the structured coaching sessions. It will benefit both the managers and the new sales reps. When the managers and reps know what they will be getting in every session they will become properly prepared.

5.Regular Coaching

One of the most important things to consider is the regular coaching sessions. It will provide you the following benefits

  • The reps will know that they will have to provide the reports of their success on regular basis and so they will give their best
  • The managers and reps will maintain their schedules around the training sessions so they will never miss it
  • You will get the chance to review the progress of your previous and present coaching sessions
  • It will provide you the chance to focus on the skills that your reps are lacking in and so you will be able to develop better results
  • It will enhance the accountability and effectiveness of your organization and as a result you will have a better revenue.

For New Sales Reps

What to Sell

How to Sell

Baseline of Knowledge

Baseline of Knowledge


Lead Generation

Product / Services

Handling Inbound

Customer Persona


Success Stories / Use Cases

Initial Pitch


Evaluation and Closing


Sales coaching techniques

You will have to spend your time and money while hiring the best sales reps but your investment will be productive only when you are able to train your reps.

You have to consider the fact that sales reps are working in an atmosphere that is continuously progressing and so you will have to train them on regular basis to get the best results. Whenever new products and services are introduced they will require different techniques to grab the attention of the prospects.

Remember that you will not have to focus on the new reps but your old manager as well so that all of them will know the modern tricks and tactics. To get your reps into the market and to fill the gap here we have some of the important techniques for sales coaching reinforcement.

1.Implementation of Periodic Refreshers

We all know that there are different types of training formats but the best one is the baseline training module that will allow you to introduce new knowledge. According to the subject matters, you can prepare your training session and presentation. It would provide you the chance to help your reps understand what is new in the market and so with the new information they would be able to manage their working format. Some of the important things to consider are:

  • You can send cheat sheets with the tops on dealing with different types of objects that come from the customers. It will have the outlines that complete an important step of a sales process.
  • After the introduction of a new product, you should send out details with the important features and benefits of the products and how your reps can increase its value
  • The points that are important to CRM compliance should be sent to your sales reps on regular basis.
  • Using the technology, you should send them an SMS or an email about the next meeting and topics so they will come prepared.

While planning the meeting some of your priorities will be based on behaviour and others are based on knowledge. You have to use different methods that are appropriate according to your requirements.

2.Check spots for sales readiness

After every training session, it is important that you check what your reps have learned. One of the best ways to make it possible is that you should have a question session or a pop-quiz. It will help you to find out how much your reps have understood and what have been their performance. Apart from that, such quizzes will b e helpful for your reps because they will be able to learn the 9nfromation that they might have missed during the training session. It is helpful for the information that is easy to forget.

3.Use Simulation exercises and coaching for reinforcement

The structured coaching process will always be a part of your training session but with the introduction of little simulations, you can enhance the overall results. There are often some issues that all the reps are dealing with or there might be a single objection that all the customers are facing regarding your products.

Now all you have to do is ask your reps to record their responses and send them to you before the next training session. You can focus on all the problems they are facing and it will help you to develop the perfect solution that will help to resolve all the issues. As soon as you are able to find the solution you should let the reps know because it would enhance their confidence and they will know that you will provide them with the best skills.


When you hire the new people they will automatically look up to the best team members that you have. An effective way of coaching the new reps is that you have a mentoring session. In this session, you can have your old and new reps together in the training session. Now all you have to do is ask questions from the old one about their experience and the techniques they have been using to reach this level of success.

Once they will start sharing how they have been successful and the problems they faced during their time, it will work as inspiration for the new reps. As well as some of the techniques that you might have forgotten to tell will be covered in the question session and your reps will learn everything they need. The other benefits of mentoring are that your new reps will be able to choose the person they would like to work with and under their training, they will be able to give the best performance that you have been expecting from them.

5.Make it Mobile

By guaranteeing that support and exercises are made accessible to the reps on their cell phones, those communications will be incorporated into your reps day by day routine and rapidly turn out to be simply one more piece of their ordinary deals exercises. Additionally, for fortification to be viable, the tips and refreshers are substantially more significant when displayed with regards to client circumstances. For instance, the estimation of a contextual investigation or a winning story would be most valued by a business rep when displayed amidst a comparable arrangement that he/she might be helping with.

6.Amplify the effect of fortification by utilizing the energy of examination

As indicated by the recent research, 20% more deals, reps accomplish quantity when their group actualizes post-preparing support. In any case, before you bounce straight in, you should organize the key capacities that you need your reps to concentrate on, and after that decide how best to strengthen those. For instance, guaranteeing that they completely comprehend your client personas might be a test for a few, or many may observe CRM consistency to be a difficult point. This is the place examination and information can assume a major part once more.

You have to trade the learning execution scores in tests, engagement measurements and results from pitch testing with a specific end goal to make new contracts in view of their advancement needs. This information has additionally been exceptionally helpful for us to make an institutionalized refresher track that applies to every new contract.

For instance, you have watched that most new reps think that it’s difficult to hold the propelled usefulness of the coaching examination. Furthermore, the information likewise discloses that reps in the training group have reliably demonstrated a high level of respect to the rivalry. So you should add competition to the fortification track and extra support on cutting edge explanatory usefulness.


Taking everything into account, deals associations that comprehend the estimation of viable instructing and are fascinating in having their business administrators do remote training there are a couple of imperative strides to make this progress effective. Remote training is as yet instructing.

You require an all around characterized instructing process and exceedingly viable mentors. Giving both an organized approach and bolster apparatuses enhances the general viability of instructing. Finally, the following level of offers administration must be effectively required by giving exceptionally viable instructing to their business administrators. On the off chance that you are keen on building up a remote instructing program, please get in touch with me straightforwardly to talk about how we can help influence remote training to work in your business association.

Tanya Gonchar

Expert in call center process automation, Head of Marketing at Voiptime Cloud. Interested in customer service, B2B sales, marketing, business analysis.

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