Coaching Underperforming Sales Teams™
Sales Coaching 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
Sales Coaching Objectives
Module 2
Sales Coaching Frameworks
Module 3
Motivational Sales Coaching
Module 4
Transformational Sales Coaching
Participant Challenges
You set new targets without tackling the real reasons behind poor performance, relying on pressure instead of progress. You avoid difficult team conversations, hoping problems resolve themselves, while motivation fades and negative attitudes take hold. You misjudge what drives your team, accept minimal effort, and allow complacency to spread. If you fail to act now, strong performers disengage, results decline, and recovery becomes near impossible.
Course Objectives
Designed and delivered by Nicholas Hill Academy Ltd, this course helps you coach your underperforming salespeople, challenge their unproductive mindsets, and rebuild motivation before it fades. You develop practical frameworks to drive change, align goals with purpose, and unlock hidden potential in every appraisal. Long-term, you transform your sales team culture, raise performance standards, and lead with greater influence and impact.
One Day
Coaching Underperforming Sales Teams™
Module 1: Sales Coaching Objectives
Outcomes
• Ensure that your sales executives commit to targets and take immediate action • Help your sales executives become conscious of problems and respective consequences • Transform robotic compliance and apathy into willing cooperation and fiery passion
Syllabus
GROW Model, Goal Setting Theory, Hill’s Coaching Objectives, Problem Identification, Consequence Analysis, Outcome Clarification, Benefit Realisation, Purpose Alignment, Barrier Identification, Solution Generation, Commitment Establishment
Module 2: Sales Coaching Frameworks
Outcomes
• Prevent your sales executives from being debilitated and discouraged by poor performance • Help your sales executives derive positive meaning from failure and then move forward • Shift context quickly when your sales executives are unable to learn from mistakes
Syllabus
Introducing Framing, Determining Meaning, Coaching Frameworks, Designing Frameworks, Framing Experience, Problem Frame, Outcome Frame, As-If Frame, Relevancy Frame, Contrast Frame, Ecology Frame, Practical Frame, Back-Track Frame, Open Frame
Module 3: Motivational Sales Coaching
Outcomes
• Reduce team attrition by averting boredom, worry, or frustration in your sales executives • Use human needs psychology to encourage enthusiasm, commitment, and loyalty • Recognise the motivational drivers of your sales executives to create tailored rewards
Syllabus
Self-Determination Theory, Intrinsic Motivation, Extrinsic Motivation, Maslow’s Hierarchy of Needs, Employee Retention Strategies, Self-Motivation, Team Motivation, Incentive Theory, Deficiency Needs, Instrumental Goals, Terminal Goals, Motivational Sales Strategies
Module 4: Transformational Sales Coaching
Outcomes
• Influence your team environment, behaviour, capability, beliefs, values, and identity • Stop sales executives with unhelpful beliefs and values from killing your organisation • Restrain underperforming sales executives from influencing high-performing colleagues
Syllabus
Logical Levels, Neurological Levels, Experiential Learning, Contextual Learning, Learning Environment, Socio-Ecology, Situated Learning, Behavioural Psychology, Capability Development, Cognitive Restructuring, Values Clarification, Identity Formation
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 Underperforming Sales Teams
- 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