About this session
Sales managers are often promoted because they were successful sellers and then discover that management requires a different skill set. The instinct is often to solve the deal, rewrite the message, tell the seller what to say or use pipeline reviews to push for more activity.
Those actions can produce short-term movement while leaving the seller dependent on the manager.
Effective sales coaching develops the seller's ability to think, diagnose and perform without the manager taking over. Participants learn to identify what is actually limiting performance before deciding what to coach.
A missed target could reflect prospecting quality, weak discovery, poor opportunity judgment, inconsistent follow-up, skill gaps, territory conditions, insufficient pipeline, confidence, knowledge or a combination of factors.
The session then develops practical coaching skills. Participants learn how to observe behavior, ask questions that create reflection, give specific feedback and use practice to convert insight into new capability.
They apply the approach to sales calls, prospecting, deals, pipeline and other real commercial situations.
Finally, participants build a repeatable leadership rhythm. One-to-ones, pipeline reviews, deal reviews, call reviews and team meetings each need a different purpose.
Leaders learn how to combine coaching, accountability, metrics, recognition and enablement so development becomes part of normal sales operations rather than something that happens only after performance falls behind.
What your people take away
- Diagnose what is actually driving sales performance before choosing a coaching response
- Separate coaching from directing, inspecting, rescuing and performance management
- Use questions, observation, feedback and practice to develop stronger seller judgment and skill
- Run opportunity, pipeline and call reviews that improve seller capability rather than create manager dependence
- Use sales metrics as evidence for investigation while maintaining clear accountability
- Build a repeatable manager operating rhythm that supports continuous seller development
Shared with you
See the full session
Create your free Workbliss profile to see the rest of this outline and book it. It takes a minute, with your work email.
- What each length covers, 30 minutes to full day
- Everything that’s covered, part by part
- Book online, and browse 1,500+ more sessions for your teams
Already a member? Sign in
What each length covers
30 minutes
30 Minutes — Key Points: Diagnose Before You CoachA focused 30-minute session on three key points from Diagnose Before You Coach: start with the performance gap, find the real cause and separate coaching from other interventions.
- Start with the performance gap
- Find the real cause
- Separate coaching from other interventions
Covers 3 of 4 points in Diagnose Before You Coach.
60 minutes
Coach the Seller, Not Just the NumberA focused introduction to sales coaching. Participants diagnose one performance situation, practice a behavior-based coaching conversation and identify how to develop seller thinking without taking over the work.
- Coaching vs. managing
- Performance diagnosis
- Skill vs. environment
- Behavior selection
- Coaching questions
- Observation
- Specific feedback
- Practice
- Accountability
- Sales Coaching Planner
- Live Q&A
Covers 1 of 4 parts: Diagnose Before You Coach.
90 minutes
From Sales Manager to Sales CoachThe extended session connects performance diagnosis, coaching questions, behavior feedback, opportunity coaching, pipeline reviews, call reviews and development planning into one practical manager approach.
- Sales performance diagnosis
- Coaching vs. training
- Behavior-based coaching
- Coaching questions
- Observation
- Feedback
- Practice
- Opportunity coaching
- Pipeline coaching
- Call reviews
- Prospecting coaching
- Accountability
- Recognition
- Development plans
- Live Q&A
Covers 2 of 4 parts: Diagnose Before You Coach and Coach for Better Seller Judgment.
3 hours
Covers 3 of 4 parts: Diagnose Before You Coach, Coach for Better Seller Judgment and Coach the Work Without Taking It Over.
Full day
Sales Coaching & Leadership LabA hands-on full-day workshop covering all four modules. Participants diagnose realistic seller situations, practice coaching conversations, run opportunity and pipeline reviews and build a practical sales-management rhythm.
- Module 1 — Diagnose Before You Coach
- Module 2 — Coach for Better Seller Judgment
- Module 3 — Coach the Work Without Taking It Over
- Module 4 — Build the Sales Leadership Operating Rhythm
- Performance Gap Diagnostic
- Skill / Environment / Opportunity Review
- Priority Behavior Selector
- Coaching Question Lab
- Observation vs. Interpretation Exercise
- Feedback Practice
- Role-Play Coaching
- Opportunity Coaching Practice
- Pipeline Coaching Practice
- Call Review Practice
- One-to-One Design
- Individual Development Plan
- Live Q&A
Covers all 4 parts.
Also available as a 4-week or 8-week program, for change that lasts. Ask us about it.
What’s covered
Diagnose Before You Coach
Every length- Start with the performance gapParticipants define the difference between the current result or behavior and what good performance should look like.
- Find the real causeA performance gap can come from skill, knowledge, behavior, opportunity quality, process, territory, workload, confidence, unclear expectations or external market conditions.
- Separate coaching from other interventionsNot every performance problem is a coaching problem.
- Choose the behavior that matters mostTrying to improve five things simultaneously often produces little sustained change.
Coach for Better Seller Judgment
90 minutes and longer- Ask before you adviseManagers often see an answer quickly because they have more experience.
- Coach from evidenceParticipants work from observable sales behavior such as a call, message, opportunity decision, pipeline pattern or meeting outcome rather than personality judgments.
- Give feedback that can be usedFeedback such as 'be more strategic,' 'ask better questions' or 'show more confidence' gives the seller little direction.
- Practice the new behaviorUnderstanding what to do differently does not guarantee the seller can do it in a live customer conversation.
Coach the Work Without Taking It Over
3 hours and longer- Coach opportunities, don't run themDeal coaching should improve the seller's thinking about the opportunity rather than make the manager the real salesperson behind the scenes.
- Make pipeline reviews developmentalParticipants move pipeline conversations beyond date changes and status updates.
- Use call reviews for learningCalls and meetings can reveal questioning, listening, value communication, executive presence and other practical behaviors.
- Coach prospecting & activity intelligentlyWhen pipeline creation is weak, managers can default to demanding more calls or messages.
Build the Sales Leadership Operating Rhythm
Full day only- Give each management conversation a purposeOne-to-ones, deal reviews, pipeline reviews, call reviews and team meetings should not all become versions of the same status conversation.
- Balance accountability & developmentStrong coaching does not mean avoiding performance expectations.
- Recognize the behaviors that create resultsRecognition can reinforce the team's sales culture.
- Build individual development plansDifferent sellers need different development priorities.
Tools and materials
- Sales Performance Diagnostic
- Skill / Environment / Opportunity Map
- Priority Behavior Selector
- Sales Coaching Conversation Planner
- Coaching Question Bank
- Behavior Feedback Builder
- Practice & Reinforcement Guide
- Opportunity Coaching Guide
- Pipeline Coaching Guide
- Prospecting Coaching Guide
- Call Review Guide
- Sales Leadership Operating Rhythm
- Seller Development Plan
- Sales Coaching Leadership Playbook
Who it’s for
- Sales managers responsible for coaching and developing individual sellers
- First-time sales managers transitioning from high-performing individual contributor roles
- Sales directors seeking greater consistency in manager coaching across teams
- Business development and SDR leaders responsible for pipeline-creation capability
- Revenue leaders who want sales management to improve skill and judgment rather than simply inspect performance
- Sales enablement professionals partnering with managers on behavior change and capability development
How booking works
- Book online. Create a free Workbliss profile, then pay with session credits, by card or by invoice.
- Pick a date. Choose a date at least 14 days ahead, or book now and set the date later. Need it sooner? Email hello@workbliss.ai and we’ll see what we can do.
- Choose your expert. Within 3 working days, we send you profiles of the experts available for your date.
- We deliver it. Your expert is briefed on your people and goals, then runs the session live online or at your site.
Questions about Coach the Revenue: Leading & Developing High-Performance Sales Teams
How long is Coach the Revenue: Leading & Developing High-Performance Sales Teams?
Coach the Revenue: Leading & Developing High-Performance Sales Teams runs as 30 minutes, 60 minutes, 90 minutes, 3 hours or full day. You choose the length when you book. A 30-minute session covers three key points from Diagnose Before You Coach: start with the performance gap, find the real cause and separate coaching from other interventions. A 60-minute session covers Diagnose Before You Coach in full, with a live Q&A. A 90-minute session adds Coach for Better Seller Judgment. A 3-hour session adds Coach the Work Without Taking It Over. A full-day session adds Build the Sales Leadership Operating Rhythm. It is also available as a 4-week or 8-week program.
Can Coach the Revenue: Leading & Developing High-Performance Sales Teams be delivered online or in person?
Yes, both. It runs live online, so every office can join at the same time, or in person at your site, in any country.
How do we book Coach the Revenue: Leading & Developing High-Performance Sales Teams?
Create a free Workbliss profile with your work email, then open Coach the Revenue: Leading & Developing High-Performance Sales Teams to see the price for each length and book it. You can pay with session credits, by card or by invoice, and choose a date at least 14 days ahead, or set it later. Need it sooner? Email hello@workbliss.ai and we’ll see what we can do.
Who leads the session?
A vetted Workbliss expert, briefed on your people, culture and goals before the session. After you book, we send you profiles of the experts available for your date within 3 working days, so you can choose who leads it.
Can it be tailored to our company?
Yes. Every session is shaped around your goals, your people and the benefits you already offer, and delivered by experts in your people’s languages.