Sales Coaching Framework

COACHING METHODOLOGY

Coaching Model

GROW COACHING MODEL

G - GOAL:
"What do you want to achieve?"
"What does success look like?"
"How will you know you've succeeded?"

R - REALITY:
"What's happening now?"
"What have you tried?"
"What's working/not working?"

O - OPTIONS:
"What could you do?"
"What else?"
"What would you do if there were
no constraints?"

W - WAY FORWARD:
"What will you do?"
"When will you do it?"
"What support do you need?"

Coaching Types

Type	Focus	Cadence	Duration
Deal coaching	Specific opportunity	Weekly	30 min
Skill coaching	Capability development	Bi-weekly	45 min
Career coaching	Growth and goals	Monthly	60 min
Performance coaching	Results improvement	As needed	30-45 min

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OBSERVATION & FEEDBACK

Call Observation Framework

CALL OBSERVATION GUIDE

PRE-CALL:
☐ Review call context
☐ Agree on focus areas
☐ Set observation plan
☐ Prepare feedback template

DURING CALL:
☐ Take specific notes
☐ Note exact quotes
☐ Track talk time
☐ Observe buyer reactions

POST-CALL DEBRIEF:
1. "How do you think it went?"
2. "What worked well?"
3. "What would you do differently?"
4. Share specific observations
5. Co-develop action items

FOCUS AREAS:
☐ Discovery questions
☐ Active listening
☐ Value articulation
☐ Objection handling
☐ Next steps

Feedback Framework

SBI FEEDBACK MODEL

S - SITUATION:
"During the discovery call with
[Prospect] on [date]..."

B - BEHAVIOR:
"I observed that you [specific
behavior - what they said or did]..."

I - IMPACT:
"The impact was [positive/negative
outcome or reaction]..."

NEXT STEP:
"Going forward, I suggest..."
"How do you think you could..."

RATIO RULE:
Aim for 3:1 positive to constructive
Lead with what's working

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DEVELOPMENT PLANNING

Rep Development Plan

INDIVIDUAL DEVELOPMENT PLAN

REP: _______________
DATE: _______________
MANAGER: _______________

STRENGTHS:
1. _______________
2. _______________
3. _______________

DEVELOPMENT AREAS:
1. _______________
   Current level: ___/5
   Target level: ___/5
   Actions: _______________

2. _______________
   Current level: ___/5
   Target level: ___/5
   Actions: _______________

COACHING FOCUS:
Next 30 days: _______________
60-90 days: _______________

SUCCESS MEASURES:
☐ _______________
☐ _______________
☐ _______________

Coaching Cadence

Activity	Frequency	Duration	Focus
1:1 coaching	Weekly	30 min	Pipeline + development
Call shadowing	2x/month	60 min	Skill observation
Deal review	Weekly	20 min	Top opportunities
Skill practice	Monthly	45 min	Role-play + feedback

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