Sales Coaching Skills for Managers
Start Coaching.
Build a Stronger Sales Team.
Most sales managers are expected to coach.
Few are ever shown how.
Learn to listen more, ask better questions and guide your salespeople to become more confident, capable and independent.
Explore Manager Coaching ↓Why Coaching?
Better Coaching Builds Capability – Not Dependency.
When managers provide every answer, salespeople can become reliant on them to solve problems and make decisions.
Coaching takes a different approach. By listening, asking better questions and guiding rather than instructing, managers can help their people develop the confidence and judgement to work through sales challenges themselves.
More Capable Salespeople
Help people think through opportunities, challenges and decisions rather than simply waiting for direction.
Greater Confidence & Independence
Develop salespeople who are increasingly comfortable making decisions and taking ownership of their opportunities.
More Time for Managers
Reduce the need to solve every problem, freeing managers to focus on their team, pipeline and higher-value priorities.
The goal isn't to have all the answers. It's to help your people find more of the answers themselves.
WHY IT MATTERS COMMERCIALLY
More Capable Salespeople.
Stronger Sales Performance.
More confident, capable salespeople can make better decisions,
take greater ownership of opportunities and rely less on their
manager for direction.
1
Greater Productivity
Less time waiting for answers. More ownership, action
and accountability across the sales team.
2
Stronger Pipeline Control
Better thinking around opportunities, priorities,
next steps and what needs to happen to move deals forward.
3
More Consistent Sales Execution
Regular coaching helps managers reinforce effective
sales behaviours across the team.
4
Better Commercial Performance
Stronger capability and execution can support improved
conversion, revenue and margin performance.
Build capability that stays within your business.
Strengthen the team while reducing day-to-day dependency
on the manager.
A PRACTICAL APPROACH
You Don't Need to Become
a Professional Coach.
You just need to become better at coaching your people.
Effective sales coaching doesn't need to be complicated.
It starts with listening more, asking better questions and helping
salespeople think through challenges rather than simply giving them the answer.
70%
They Talk
Give the salesperson space to explain, think,
reflect and work through the situation.
20%
You Guide
Use thoughtful questions to explore the issue,
challenge thinking and guide the conversation.
10%
You Reinforce
Summarise key points, reinforce the learning
and agree on what happens next.
More listening than talking. More guiding than instructing.
That's the foundation of better sales coaching.
COACHING FOR MANAGERS
Learn It. Practise It.
Use It With Your Team.
This isn't about sitting through another coaching course.
Touchstone coaches you in how to coach your salespeople –
combining practical guidance, discussion, practice and real sales
situations from your own team.
3
Practical Coaching Sessions
Three focused sessions give you time to learn,
practise and develop your coaching skills without
overwhelming you with theory.
2
Hours Per Session
Enough time for discussion, demonstration, practice
and real sales scenarios – while remaining practical
around your working day.
3–6
Weeks, Typically
Apply what you learn between sessions, then return
to review what's working, discuss challenges and
continue developing your approach.
✉
Between-Session Email Support
Coaching doesn't stop when the session finishes. If a situation comes up between sessions, email Touchstone for practical guidance and support, with a response within one business day.
THE APPROACH
Learn → Apply → Support → Review → Develop → Apply Again
Flexible scheduling: Program scheduling can be tailored
to accommodate your operational requirements.
Onsite delivery is available for Sydney businesses, with alternative
arrangements available for interstate and other locations.
READY TO START?
Start Coaching.
Build Capability.
A practical way to develop your coaching skills
and build more confident, capable and independent salespeople.
Sales Coaching Skills for Managers
$1,490 + GST per manager
✓
3 × 2-hour practical coaching sessions
✓
Typically delivered over 3–6 weeks
✓
Practical application to real sales situations
✓
Between-session email support
✓
Email response within one business day
Not sure whether it's the right fit?
A short conversation is a good place to start.
Onsite delivery available for Sydney businesses.
Alternative arrangements can be made for interstate and other locations.
Explore our services
Start with the system – then explore how we implement it: