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Course : Sales coaching, boosting team skills and performance

Methods, tools, know-how

Practical course - 2d - 14h00 - Ref. MIT
Price : 1280 € E.T.

Sales coaching, boosting team skills and performance

Methods, tools, know-how


New edition of the course schedule

In an increasingly competitive environment, where the stakes are constantly changing, effectively supporting the performance of sales teams is an essential lever for adaptation.returnchariot This training-workshop offers you the opportunity to explore a pragmatic approach to sales coaching and to experiment with concrete tools for developing the potential of your employees and sustainably supporting sales performance in the field.returnchariot


INTER
IN-HOUSE
CUSTOM

In person or remote class
Available in English on request

Ref. MIT
  2d - 14h00
1280 € E.T.

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In an increasingly competitive environment, where the stakes are constantly changing, effectively supporting the performance of sales teams is an essential lever for adaptation.returnchariot This training-workshop offers you the opportunity to explore a pragmatic approach to sales coaching and to experiment with concrete tools for developing the potential of your employees and sustainably supporting sales performance in the field.returnchariot


Teaching objectives
At the end of the training, the participant will be able to:
Distinguish between different approaches to sales support
Integrating coaching principles
Establishing a framework of trust
Building an observation grid in a coaching posture
Identify the motivations of the employee being supported
Asserting your coaching posture through active listening
Giving constructive feedback
Structuring a coaching report
Co-constructing an action plan

Intended audience
Anyone in charge of supporting sales staff: sales managers, sales directors, heads of sales, senior sales staff, tutors
randourchariot

Prerequisites
Proficiency in sales techniques and experience in coaching employees

Practical details
Hands-on work
Workshops for experimenting with sales coaching approaches and tools. Role-playing exercises adapted to the context of the participants. Building your toolbox

Course schedule

1
Understanding the sales coaching approach

  • Distinguish between different approaches to support: management, tutoring, mentoring, coaching
  • Identify the roles and positions of the sales coach
  • Identify the key stages of successful support
Exercise
Brainstorming in sub-groups: defining the roles and postures of a sales coach. Self-assessment: better self-knowledge for better coaching

2
Implement a sales coaching posture

  • Developing active listening as a coach
  • Respecting the pillars of a relationship of trust
  • Structuring an observation grid as a coach
Role-playing
Workshops: Reformulating as a sales coach. Constructing a sales meeting observation grid in a coaching posture. Using the grid on a sales meeting simulation

3
Enhancing and formalizing sales coaching

  • Identify the profile and motivations of the supported employee
  • Practicing open-ended questioning
  • Using the principles of positive communication
  • Providing constructive feedback
  • Structuring and communicating a post-coaching report
Role-playing
Workshops: Giving feedback and dealing with objections from sales staff. Using the previous exercises, structure the key elements of the coaching report.

4
Build an action plan to engage

  • Co-construct a personalized and motivating action plan
  • Formalize and plan actions
  • Organize action plan follow-up
Role-playing
Workshops: structuring the content of an action and follow-up plan

Publication date : 07/30/2025


PARTICIPANTS
Anyone in charge of supporting sales staff: sales managers, sales directors, heads of sales, senior sales staff, tutors
randourchariot


PREREQUISITES
Proficiency in sales techniques and experience in coaching employees

TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.

ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.

TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.

TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.

ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Dates and locations
Select your location or opt for the remote class then choose your date.
Remote class

Last places available
Guaranteed date, in person or remotely
Guaranteed session

REMOTE CLASS
2026 : 18 June, 1 Oct., 3 Dec.

PARIS LA DÉFENSE
2026 : 18 June, 1 Oct., 3 Dec.