What are the key elements of a sales coaching agenda and how often should you update it?

1 Define the objectives

The first step in creating a sales coaching agenda is to define the objectives of each session. What are the specific skills, behaviors, or outcomes that you want to focus on with each salesperson? How will you measure their progress and success? How will you align your coaching with their individual goals and challenges? By setting clear and realistic objectives, you can structure your agenda around them and communicate them to your coachees.

2 Choose the format

The next step is to choose the format of your sales coaching sessions. Depending on your objectives, you may opt for one-on-one or group sessions, or a combination of both. You may also decide to use different methods of delivery, such as face-to-face, phone, video, or online platforms. The format should suit the needs and preferences of your coachees, as well as the availability and resources of both parties.

3 Prepare the content

The third step is to prepare the content of your sales coaching sessions. This may include topics, questions, scenarios, exercises, feedback, or action plans. The content should be relevant, engaging, and tailored to the objectives and the coachees. You may also want to use different types of content, such as data, stories, examples, or tools, to appeal to different learning styles and preferences. The content should also be flexible enough to allow for adjustments and improvisation during the sessions.

4 Schedule the sessions

The fourth step is to schedule the sales coaching sessions. This involves finding a suitable time and frequency for both you and your coachees, as well as confirming the duration and location of each session. You may want to consider factors such as the urgency, complexity, and priority of the objectives, as well as the availability, workload, and motivation of the coachees. You may also want to set some expectations and ground rules for the sessions, such as punctuality, participation, and confidentiality.

5 Conduct the sessions

The fifth step is to conduct the sales coaching sessions. This is where you put your agenda into action and deliver the content, feedback, and guidance to your coachees. The key to effective sales coaching is to adopt a coaching mindset, which means being supportive, curious, respectful, and empowering. You should also use effective coaching skills, such as active listening, powerful questioning, constructive feedback, and goal setting. The aim of each session is to help your coachees develop their skills, confidence, and performance.

6 Review and update

The final step is to review and update your sales coaching agenda. This involves evaluating the outcomes and impact of each session, as well as gathering feedback from your coachees. You should also monitor and track the progress and results of your coachees over time, and celebrate their achievements and improvements. Based on your review and feedback, you may want to update your agenda to reflect any changes in the objectives, format, content, or schedule of your sales coaching sessions.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?