Sales coaching training equips sales managers to improve their team's performance through regular, structured coaching. Managers learn to coach live deals, review recorded calls using conversation intelligence, diagnose skill versus will gaps, run focused one-to-one sessions and build a weekly coaching cadence that fits alongside forecasting, reporting and their own targets.
- Recommended: 2 days in person, or 5 × 2.5-hour live virtual sessions with coaching assignments, customised to your sales process
- Level: Intermediate · In person · Live virtual · Blended
- Designed with the ADDIE model and customised to your context
- Offered by Bodhih since 2008 to 2,000+ organisations across 7 regions
Also known as: sales manager coaching skills, deal coaching training, sales call coaching workshop, coaching sales reps training
Where and how: sales coaching training as an in-person workshop in Bengaluru, Mumbai, Delhi NCR, Gurugram, Hyderabad, Chennai, Pune, Kolkata, Ahmedabad and Jaipur; as a live online course; or delivered overseas in Dubai, Singapore and across the Middle East, Asia and Africa.
Last reviewed · Bodhih Training, Bengaluru
Why sales coaching can no longer wait
Sales managers now spend their week in forecast calls, CRM reports and escalations, while their reps face tougher buyers alone. Coaching becomes the thing that happens 'when there's time', which usually means never.
Recorded calls, AI summaries and deal data have made coaching easier to do well, but only if managers know what to look for and how to hold the conversation. Sales coaching training turns that data into better calls and better deals every week.
79.6% of sales leaders surveyed said developing sales managers is challenging.
46% of Gen Z sales professionals say they rarely receive feedback on their conversations.
What participants will be able to do
Coach deals, not just dashboards
Run deal coaching conversations that sharpen strategy on a live opportunity instead of simply asking 'when will it close?'.
Review calls with purpose
Use call recordings and conversation intelligence insights to pick one or two behaviours to coach, not twenty.
Diagnose the real gap
Separate skill, will, knowledge and process issues so each rep gets the right kind of support.
Hold effective one-to-ones
Use a simple coaching structure that gets the rep thinking, agrees a specific action and follows up.
Build a coaching cadence
Plan a weekly rhythm of deal, call and skill coaching that fits realistically into a manager's calendar.
Coach across the performance curve
Adapt coaching for new hires, steady core performers and top sellers, rather than focusing only on strugglers.
Who should attend
- First-line sales managers and team leaders responsible for quota-carrying reps
- Area, regional and zonal sales managers in pharma, FMCG, BFSI and consumer durables
- Inside sales and SDR team managers who review high volumes of calls
- Enterprise sales directors coaching account executives on complex deals
- Sales enablement and training managers who support frontline coaching
- High-performing sellers preparing for their first sales manager role
Program outline
Recommended design, customised to your context after a short needs analysis.
01The sales manager as coachModule 1 · 90 min+
- Coaching versus telling, managing and training: when to use each
- Why managers default to fixing deals themselves
- Self-assessment: your current coaching habits and time use
- Setting a personal coaching goal for the program
02Diagnosing performanceModule 2 · 90 min+
- Reading funnel metrics to locate where each rep is stuck
- Skill, will, knowledge or process: a quick diagnostic
- Prioritising the one behaviour that will move results most
- Case work: three reps, three different coaching plans
03Deal coachingModule 3 · 2.5 hours+
- A structured deal review: buyer, stakeholders, criteria, risks and next step
- Questions that build the rep's thinking rather than giving answers
- Spotting single-threaded and stalled opportunities early
- Practice: coach a real deal from a participant's pipeline
04Call coaching with conversation intelligenceModule 4 · 2 hours+
- What to look for in recordings: talk time, questions, next steps and objections
- Using AI summaries and trackers without drowning in data
- Giving specific, balanced feedback on a recorded call
- Lab: review and coach from a live call recording
05Skill coaching and role-playModule 5 · 90 min+
- Running a 20-minute skill drill in a team huddle
- Designing realistic role-plays managers can lead
- Using AI role-play tools to give reps extra practice
- Feedback that is specific, timely and actionable
06Coaching conversations that change behaviourModule 6 · 90 min+
- A simple coaching conversation flow from goal to commitment
- Coaching the defensive, the overconfident and the disengaged rep
- Following up so agreed actions actually happen
- Triad practice with observer feedback
07Building your coaching rhythmModule 7 · 60 min+
- A weekly and monthly coaching calendar template
- Tracking coaching activity and its effect on results
- Personal 90-day coaching plan for your team
How we deliver it
Real deals and real calls
Managers coach live opportunities and recorded calls from their own teams, so the practice mirrors their actual Monday.
Built with ADDIE
We analyse your sales process, CRM stages, coaching tools and manager span of control before designing templates and scenarios.
Coaching labs with feedback
Managers practise coaching in triads while a trainer and observer give feedback on questioning, listening and follow-up.
Assignments between sessions
In the virtual format, managers run real coaching sessions between modules and bring back what worked for group review.
Tailored versions
For pharma and FMCG field sales managers
Coaching during joint field work and market visits, with feedback frameworks for medical reps, sales officers and distributor sales teams.
For SaaS, IT services and inside sales managers
Heavy use of call recordings, conversation intelligence and deal reviews for managers of SDR and account executive teams.
For BFSI branch and cluster managers
Coaching relationship managers on customer conversations, cross-sell and ethical selling within branch routines.
How we measure impact
Following the ADDIE evaluation phase, managers take a pre- and post-program coaching assessment on AssessAll, and their reps can give short 360° feedback on coaching quality through AssessAll. At 30, 60 and 90 days we track agreed indicators such as coaching sessions held, call reviews completed, rep stage conversion and ramp time for new hires, and share an impact summary with sales leadership.
Pair this program with AssessAll, Bodhih’s AI assessment platform, for pre- and post-program skill measurement.
Frequently asked questions
What is sales coaching training?
Sales coaching training helps sales managers develop their reps through regular, structured coaching rather than only tracking numbers. It covers deal coaching, call reviews, skill drills and coaching conversations, plus the cadence to do them consistently. The goal is better selling behaviours that show up in conversion, deal size and ramp time.
How often should a sales manager coach their reps?
Most teams benefit from a weekly rhythm, for example a short deal coaching session and one call review per rep each week, plus a team skill drill. The right frequency depends on team size and sales cycle. During the program, each manager designs a realistic coaching calendar they can sustain.
What is deal coaching?
Deal coaching is a focused conversation about one live opportunity. The manager asks questions about the buyer, stakeholders, decision criteria, risks and next steps, helping the rep find gaps and plan actions. It differs from a pipeline review, which is about forecast status across many deals.
How do you coach using call recordings?
Pick a recent call, listen with a clear focus such as discovery questions or next steps, and note two or three specific moments. Ask the rep to self-assess first, then share observations and agree one change to try on the next call. Conversation intelligence tools make finding those moments much faster.
How is this different from sales management training?
Sales management training covers the broader role: territory planning, targets, hiring, forecasting and reporting. This sales coaching training focuses on one core part of that role, developing reps through coaching. Many organisations run sales management training first and add this program to deepen coaching capability.
Do managers need conversation intelligence tools for this program?
No. Tools that record and analyse calls make call coaching easier, and we use them where you have them. Where teams sell face to face or do not record calls, we teach observation during joint visits and structured debriefs instead. The coaching principles are the same.
Can Bodhih deliver this for managers across several countries?
Yes. Since 2008 we have delivered programs across India, the Middle East, South Asia, Southeast Asia, Far East Asia, Australia and New Zealand, and Africa. Managers in different locations can join live virtual cohorts, or our master trainers can travel from Bengaluru for in-person workshops.
How do you measure the impact of sales coaching training?
We use pre- and post-program assessments on AssessAll, optional rep feedback on coaching quality, and business indicators agreed with you, such as stage conversion, win rate and new-hire ramp time. We also track coaching activity itself, because consistent coaching is an early signal of improvement.