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Capability Library


Sales training and coaching

Sales training and coaching

Related Terms:

Sales training and coaching refers to the process of providing sales team members with the skills, knowledge, and support they need to be effective in their roles. The process involves assessing the individual strengths and weaknesses of team members, developing a training plan, and providing ongoing support and feedback to ensure that team members are able to meet their objectives.

Beginner competence definition

At a beginner level, a salesperson should be able to participate in basic sales training programs and apply the knowledge and skills they have acquired to their day-to-day sales activities. They should also be able to seek feedback and support from more experienced team members. At this level, a salesperson is able to demonstrate a willingness to learn and improve.

Intermediate competence definition

Intermediate salespeople are able to take a leadership role in the development and implementation of sales training programs. They can provide coaching and support to less experienced team members, and use data analysis to identify areas for improvement. At this level, a salesperson should be able to develop and implement a personal development plan that is aligned with their career goals.

Advanced competence definition

At an advanced level, a salesperson should be able to lead the development of a comprehensive sales training and coaching program for the entire sales team. They can assess the effectiveness of the program and make adjustments as necessary. At this level, a salesperson is able to mentor other sales team members and provide guidance on their personal development plans.


Customer relationship management (CRM)


Sales analytics and data analysis

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