We developed this sales coaching skills and process assessment several years ago. Since its inception, we’ve employed it with hundreds of sales leaders and those aspiring to be managers during in our sales management training programs. This tool is designed to assist them in gauging their current proficiencies, pinpointing areas for enhancement, and building on their personal coaching prowess. It provides insights into the processes they either already employ or need to instate to evolve into systematic and scalable sales coaches.
Formalizing the Sales Coaching Process
Many interactions between sales leaders and their teams tend to lean towards informality. While this approach can indeed cultivate rapport and reinforce relationships, it may not be the most effective strategy for pinpointing and meticulously developing sales talents.
A proficient sales coaching process hinges on promoting behavioral shifts, establishing robust relationships, and boosting both the sales skills and processes.
While our assessment might not encompass every intricate detail of sales coaching, it serves as a substantial launch pad. We urge sales leaders to utilize it as a tool for reflection, offering clarity on their positioning within their sales trajectory.
Take Action: Improving Your Coaching Competencies
We advise you to evaluate your score diligently and devise a strategy to further sharpen your competencies. Craft a coaching framework in alignment with your organization’s unique needs. If there’s an apparent gap in internal mentorship, consider the possibility of engaging an external sales coach or sales enablement consultant.
Below is the self-assessment in PDF format. Please click the link or image to download.
Download PDF Version of The Coaching Skills Assessment Tool
