How Effective Sales Development Coaching Works

sales-blackboardSales development coaches are talented individuals. They have the ability to both “read” and cater to their trainees. Their customized approach to training improves results because they can discover and capitalize on trainee talent and motivation. There are several styles of coaching for sales development. Whether trainees are on the lower or higher end of the sales-ability spectrum, development coaches know exactly how to encourage growth in their performances.

Sales development coaches use some of these more common approaches to sales development, from the Association for Talent Development:

Tell (provide lots of direction)

Individuals who may not have much natural talent and may require some push and motivation to see results. Coaches can improve sales techniques in these individuals by providing specific directions and using incremental goals to feed motivation. As a coach, observing how these individuals complete tasks is crucial to understanding how they respond to different motivating factors.


Individuals who benefit most from the explanatory approach tend to have some natural talent but need to understand the reasoning behind their job to remain motivated. They benefit from a dialogue during the training process and need to understand the background of the sales process before they can perform at their best.


Naturally talented sales representatives who are somewhat naturally motivated may need only an occasional pep talk to keep performing at a high level. These individuals can get the job done on their own, but really shine when a leader is around to boost confidence.


Individuals in this style category tend to be company rainmakers. They are self-motivated and have a natural ability for sales. These trainees can go far in their careers with the right guidance. Coaches can help empowerment clients by offering confidence-boosting recognition and helping them learn how to leverage their talent with an ever-expanding sales skillset.

Sales development coaching requires an innate ability to see these different sales types and how an individual’s skillset will fit best into a particular sales culture. The typologies are basic, and a truly talented coach can mix and match qualities from each type to match an individual’s needs.

By teaching an individual from his or her unique learning style and in a way that complements aptitude, a sales development coach can encourage significant improvement in a relatively short time. Ultimately, coaching helps trainees and sales organizations sell more. Sales professionals can work toward a more-fulfilling career path and companies can identify and appropriately place sales representatives in the workplace for a higher rate of return.

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