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UK-based. Working with sales teams across Europe.
The Sales House

Sales Coaching for Managers

Coach sellers on real deals and real calls so performance improves week after week, not just at review time.

You are accountable for the result and for the people who deliver it. Forecast calls, coaching, hiring and performance conversations compete for attention, while the business wants clear answers about growth. We understand the challenge of developing sellers without becoming the answer to every deal.

Enquire About This Studio Course Explore the course
A sales manager coaching a seller one-to-one
The Sales House
Explore. Practise. Perform.

Duration

1 day · 9:30am–5pm

Group size

6–8 delegates

Format

Online or face to face

Price — Face to face

From £2,250

+ VAT

Price — Online

From £1,800

+ VAT

where understanding becomes useful —

Why this course matters

A useful sales manager develops the seller's thinking as well as inspecting the opportunity.

What you’ll explore in the Studio

A pipeline review can identify a problem; a useful coaching conversation helps the seller think through how to address it. This one-day workshop develops a repeatable approach to deal coaching, call coaching and individual skills development. Managers explore how to distinguish capability gaps from unclear expectations, missing knowledge or wider obstacles before choosing the right response.

They practise asking questions that surface the seller's reasoning, use observable evidence rather than impressions and agree an action the seller owns. The session also explores when to coach and when clear direction is needed. Delegates build a realistic coaching rhythm for their sales week, making development a purposeful part of management rather than an extra task whenever time allows.

a real challenge. a purposeful response.

The challenges this addresses

  • Deal reviews diagnosing issues without developing seller skills
  • Coaching actions lacking clear seller ownership or follow-up
  • Capability gaps confused with unclear expectations or wider obstacles
  • Managers giving answers before exploring the seller’s reasoning

What this can change at work

Inspecting a deal and developing a seller are different management jobs. A repeatable coaching approach helps managers diagnose the real gap, work from observable evidence and ask questions that develop the seller’s judgement. Clear ownership and a realistic weekly rhythm can make development part of everyday management, giving the business a stronger basis for building capability alongside pipeline scrutiny and performance expectations.

Diagnosis before advice

Managers examine call or deal evidence to distinguish a capability gap from missing knowledge, unclear expectations or obstacles requiring direction.

Seller reasoning explored

Coaching conversations ask sellers to explain their thinking and propose an action, rather than managers immediately taking over the opportunity.

Weekly coaching commitments

Managers reserve time for deal, call and skills coaching, then revisit seller-owned actions to check what changed and what needs attention.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around coaching vs managing and diagnosing skill, will and knowledge gaps. Where helpful, participants work on their own live (or anonymised) opportunities.

What they’ll take away

Take-away materials with the questions, frameworks and techniques covered, plus a short personal action plan for the next customer conversations where the skill matters.

How we help it stick

Reflection and action planning are built into the session. Reinforcement such as manager guides, follow-up labs or coaching depends on the programme you choose and is agreed with you.

How we make learning stick

Inside the workshop

In a group of 6–8, managers work with suitable anonymised deal scenarios and call examples, using recorded material only where permission and confidentiality arrangements allow. Facilitator demonstrations lead into peer coaching practice: explore the evidence, ask useful questions, agree a focused action and plan a review. Breakouts compare different approaches to diagnosing development needs. Delegates leave with a coaching framework, question prompts and a weekly plan tailored to their team's priorities.

Make Sales Coaching for Managers relevant to your business

Tell us where you want to make progress with coaching vs managing. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. Choose live online or face-to-face training for your UK or European team, with delivery arrangements agreed before booking.

Discuss a customised version

What the training covers

The scope below sets out the subjects covered. Workplace examples and practice are shaped around your team within the booked format.

  • Coaching vs managing
  • Diagnosing skill, will and knowledge gaps
  • Deal coaching
  • Call coaching
  • Coaching questions that work
  • Building a weekly coaching rhythm

What’s included in your booking

Your booked time and format
1 day · Live online or face to face, agreed before booking · 6–8 delegates.
Included in every course
  • Interactive, facilitator-led learningLive, hands-on sessions built around practice and participation.
  • Group discussionsShared conversations about real situations, so people learn from each other as well as the facilitator.
  • Breakout exercisesSmall-group practice, role-play and problem-solving, online or in the room.
  • Take-away materialsCourse materials, tools and templates to use back at work.
Facilitated learning and practical application
The subject coverage, exercises and facilitator feedback described above, with space to connect the learning to relevant workplace situations. The workshop description sets out the specific plans, prompts or tools developed in this course.

Follow-up coaching, refresher sessions and additional delivery days are not automatic inclusions; any additions are agreed in your proposal. Travel, venue arrangements and any software licences are confirmed separately where relevant. Prices exclude VAT.

Outcomes

The capabilities delegates work towards through the training and practice:

  • Run effective deal and call coaching
  • Diagnose the real performance gap
  • Use powerful coaching questions
  • Leave with a weekly coaching plan

the next conversation is where it counts —

Take it back to work.

Choose a real situation where you want to apply the learning. Use it to turn an outcome into a manageable first step, then reflect on what changes.

Choose

Start with one priority: Run effective deal and call coaching.

Apply

Try the approach in a relevant task or conversation. Note what felt useful and what you would adapt.

Review

Reflect on what happened, seek feedback where appropriate and choose your next step. Follow-up support can be discussed separately.

Bring this topic to your next event

We can discuss adapting Sales Coaching for Managers into a keynote or large-group session, focusing on the themes most relevant to your audience. Depth, activities, timings and any follow-up depend on the format and package you choose; an event session is not a substitute for the full course.

Explore Speaking & Events

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Flagship programme

Sales Leaders Online Series Pt 1:
Lead, Coach & Develop

Five live online sessions for sales managers on the core of the job: leading the team, running effective one-to-ones, coaching on real deals, building accountability and holding performance conversations.

5 × 2.5-hour live online sessions (12.5 hours)Maximum 8 participants

Course synopsis

Sales leadership is learned in the conversations you have with your team every week. Part 1 focuses on the people side of the number: moving from top seller to leader, running one-to-ones that develop sellers, coaching on real calls and deals, setting standards people own and addressing performance early and fairly. Across five live online sessions, leaders practise these conversations with peers, try them with their teams between sessions and bring back what happened. The result is a practical leadership toolkit and a coaching rhythm managers can sustain.

5 live sessions · 2.5 hours each

Outcomes — you'll be able to

  • Lead with clear expectations and standards the team owns
  • Run one-to-ones that develop sellers and agree actions
  • Coach from call and deal evidence using a simple structure
  • Build accountability without micromanaging
  • Hold performance conversations early, fairly and confidently

Included in every course

  • Interactive, facilitator-led learning
  • Group discussions
  • Breakout exercises
  • Take-away materials

Live online

Price on request+ VAT

Complete programme (Pt 1 & 2): Price on request · Pricing for both parts agreed with you

Course details

Flagship programme

Sales Leaders Online Series Pt 2:
Scale Performance & Lead Change

Five live online sessions for sales leaders ready to scale performance: forecasting with confidence, sales cadences, building a high-performing team, leading change and working across functions.

5 × 2.5-hour live online sessions (12.5 hours)Maximum 8 participants

Course synopsis

Once the team is coached well, the next challenge is making performance predictable and scalable. Part 2 focuses on the operating side of sales leadership: forecasting with evidence, running a weekly cadence that protects selling time, building a high-performing team culture, leading change so it sticks and working effectively with marketing, customer success, product and finance. Leaders work on their own pipeline, cadence and team plans across five live online sessions, applying each idea between sessions.

5 live sessions · 2.5 hours each

Outcomes — you'll be able to

  • Build and defend a forecast using qualification evidence
  • Design a weekly and monthly cadence that protects selling time
  • Create a team culture built on standards, recognition and growth
  • Lead change so new ways of working are adopted
  • Work productively with marketing, customer success, product and finance

Included in every course

  • Interactive, facilitator-led learning
  • Group discussions
  • Breakout exercises
  • Take-away materials

Live online

Price on request+ VAT

Complete programme (Pt 1 & 2): Price on request · Pricing for both parts agreed with you

Course details
Your people. Your priorities.Ready to sell better? Build your programme.A programme shaped around your people — and the progress you want to make.

Where better selling begins.

Your team doesn’t need more slides. They need skills that stick.

Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.

Book a Discovery Call Enquire about this course