Sales Coaching Mastery™
Sales Coaching Course Features
SUBJECT
Sales Coaching
DURATION
2 Days
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
Module 5
Sales Coaching Objectives
Module 6
Sales Coaching Frameworks
Module 7
Motivational Sales Coaching
Module 8
Transformational Sales Coaching
Participant Challenges
You feel stuck managing inconsistent sales performance without knowing how to change behaviours that limit growth. Conversations with underperforming salespeople often go in circles, with little lasting impact. You struggle to hold individuals accountable without damaging motivation or morale. Time spent coaching feels repetitive or ineffective, and attempts to inspire ownership fall flat. You often leave conversations unsure whether your message landed, while performance issues resurface again and again. As pressure increases, frustration builds, yet clarity and confidence remain out of reach. Act now or risk watching talent disengage, morale decline, and results stagnate while competitors coach their way to consistent wins.
Course Objectives
Designed and delivered by Nicholas Hill Academy Ltd, this course empowers you to transform how you coach salespeople by creating clarity, ownership, and accountability in every conversation. You deepen your questioning skills, listen with greater intent, and challenge thinking without damaging trust. You use structured coaching frameworks to shift unhelpful patterns and replace robotic compliance with energy and purpose. You motivate individuals by understanding their unique drivers and aligning them with business goals. You influence behaviour, mindset, and identity to support lasting performance gains. Long term, you build a resilient sales culture that thrives on growth, motivation, and measurable success.
Day One
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
Day Two
Coaching Underperforming Sales Teams™
Module 5: 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 6: 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 7: 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 8: 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
- 2 Days
- 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
- 2 Days • 4 Half Days • 8 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
- 2 Days • 4 Half Days • 8 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
- 2 Days Training
- 09:00 - 17:00 GMT/BST
- Leaders and Managers
- 5 Delegates Capacity
- Virtual Classroom
Time Remaining
- 00Days
- 00Hrs
- 00Mins
- 00Secs
Start
15 May, 2025
End
22 Sep, 2025
- Sales Coaching Mastery
- 04 Places Remaining
£895
+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