Coaching for Sales Performance™
Change Management Course Features
SUBJECT
Sales Coaching
DURATION
1 Day
CERTIFICATION
ILM-Recognised
TRAINER
Nicholas C. Hill FCMI FIoL FIC
PARTICIPANTS
Leaders and Managers
DELIVERY
Open Scheduled • 1-2-1 • In-House Tailored
FORMAT
Classroom • Virtual Classroom • Hybrid
MATERIALS
Hard Copy Workbooks • Digital Workbooks
Instructor-Led Sales Coaching Training
Master Trainer Nicholas Hill
Nicholas C. Hill FCMI FIoL FIC is a seasoned master trainer and the creator of 68 ILM-Recognised courses. His training is high-impact and results-driven, presented in classroom and virtual classroom formats. Since 1996, he has delivered training for over 700 organisations, leading to team improvements of up to 234% in performance, 136% in efficiency, and 104% in productivity.
Sales Coaching Course Summary
Module 1
Differentiating Sales Coaching
Module 2
Sales Coaching Principles
Module 3
Sales Coaching Questions
Module 4
Active Team Listening
Participant Challenges
You give advice too quickly, interrupt too often, and fail to ask questions that challenge thinking or change behaviour. You confuse coaching with mentoring or teaching, offer solutions instead of building capability, and struggle to listen beyond surface-level answers. Your team stays dependent, underperforms, and resists accountability. If you delay change, team potential remains untapped, and underperformance becomes entrenched.
Course Objectives
Designed and delivered by Nicholas Hill Academy Ltd, this course helps you coach purposefully, listen with focus, and ask the right questions to unlock performance. You empower your team to think independently, take ownership, and confidently grow. You shift from giving answers to guiding team discovery. Long-term, you build a high-performing sales culture driven by accountability, trust, and continuous development.
One Day
Coaching for Sales Performance™
Module 1: Differentiating Sales Coaching
Outcomes
• Distinguish between universal sales coaching, mentoring, training, and teaching models • Note the benefits of sales coaching versus lecturing, consulting, or counselling • Appreciate which environment and context is suitable for practising coaching models
Syllabus
Developing Talent, The Learning Cycle, Differentiating Coaching, Differentiating Mentoring, Differentiating Training, Differentiating Teaching, Differentiating Lecturing, Differentiating Consulting, Differentiating Preaching, Differentiating Counselling
Module 2: Sales Coaching Principles
Outcomes
• Promote accountability for individual thinking, communication, and behaviour • Empower your sales team members to think for themselves with limited intervention • Inspire exponential growth and the realisation of potential in your team every day
Syllabus
Coaching Core Competencies, Coaching Philosophy, Coaching Prerequisites, Coaching Contexts, Grammatical Person, Coaching Objectivity, Clean Language, Coaching Ethics, Goal-Directed Behaviour, Metacognitive Awareness, Moral Development Theory
Module 3: Sales Coaching Questions
Outcomes
• Facilitate or direct your sales executives’ thinking to address fear and insecurities • Discriminate between various sales coaching techniques to ask more discerning questions • Structure and time your sales coaching questions to solicit constructive responses
Syllabus
Question Criteria, Open Questions, Closed Questions, Leading Questions, Socratic Questions, Rhetorical Questions, Funnel Questions, Recall Questions, Process Questions, Loaded Questions, Question Structuring, Questioning Poor Judgement, Questioning Failure
Module 4: Active Team Listening
Outcomes
• Heighten your focus and attention on your sales executives to read between the lines • Lead your sales executives to fast solutions by improving your understanding of the problem • Sharpen your listening skills and observational skills to recognise unspoken messages
Syllabus
Passive Listening, Cognitive Bias, Reflection, Curiosity, Assumptions, Summarising, Meaning Negotiation, Content Synthesis, Re-evaluation, Emotional Triggers, Incongruence, Nonverbal Cues, Emphatic Interjections, Acknowledgement Gestures, Teach-Back, Throw-Back
Sales Coaching Training Delivery
Open Scheduled Course
Develop Your Skills
Enjoy powerful and cost-effective learning and development from the comfort of your home or office. Benefit from our practical and relevant training content while interacting with our master trainer and like-minded delegates from other industries.
- Leaders and Managers
- 1 Day
- Virtual Classroom
1-2-1 Tailored Course
Master Your Skills
Solve your workplace problems in private and in confidence. Receive undivided personal attention and explore modules tailored to your needs. Schedule the training to suit your pace and calendar, then watch your knowledge and skills go through the roof.
- Management Level Tailored
- 1 Day • 2 Half Days • 4 Quarter Days
- Classroom • Virtual Classroom
In-House Tailored Course
Develop Your Team
Engage in team building and develop unity through shared goals that align your team’s thinking and behaviour. We facilitate your team discussions and tailor our modules, timings, and delivery style to your organisational vision, mission, and culture.
- Management Level Tailored
- 1 Day • 2 Half Days • 4 Quarter Days
- Classroom • Virtual Classroom
Sales Coaching Open Courses
Included Materials
- Certificate of Achievement
- Digital Interactive Workbooks
- Professional Leader Subscription
- Pre-Course Diagnostic Consultation
- Post-Course Results Consultation
- Post-Course Email Mentoring
Optional Materials
- ILM-Recognised Certificate
- Hard Copy Workbooks
- Hard Copy Leadership Journal
- Leadership Principles Merchandise
- Leadership Style Mapping
- Post-Course Leadership Coaching
Course Features
- Master Trainer
- 1 Day Training
- 09:00 - 17:00 GMT/BST
- Leaders and Managers
- 5 Delegates Capacity
- Virtual Classroom
Time Remaining
- 00Days
- 00Hrs
- 00Mins
- 00Secs
On
15 May, 2025
- Coaching for Sales Performance
- 04 Places Remaining
£495
+VAT PER DELEGATE
Sales Coaching Course Reviews
"Nicholas Hill is a very knowledgeable and passionate coach and trainer!"
M. Sunderland Operations Directo Office of the Immigration Services Commissioner
"This course was too advanced for me, but it helped me to manage my time."
N. Brydon, Food and Beverage Manager The Elvetham Hotel Ltd
"Following your training, we are now turning around our business performance."
A. Panatti Sales Director Finish Creative Ltd
"The results achieved in this training are above and beyond what I was expecting."
S. Baker Managing Director Merritt & Baker Consultancy Ltd
"You positively changed my attitude toward leadership and management."
J. Mears General Manager Integrated Pathology Partnerships Ltd
"Outstanding and excellent feedback from our 42 delegates over four years."
O. Klochkova Chief Operations Officer Playson Ltd