Course Outline:

Module 1: Foundations of Coaching & Mentoring in Sales

• Differences between coaching and mentoring

• Why coaching is critical in sales leadership

• The modern role of a sales manager as a coach
  Case Study: Coaching-led transformation in a B2B sales team

Module 2: Coaching Frameworks for Sales Managers

• GROW, OSCAR, and CLEAR coaching models

• Structuring effective coaching conversations

• Digital tools for coaching documentation and tracking
  Practical Exercise: Conduct a coaching conversation using GROW

Module 3: Building Mentorship Relationships in Sales

• The principles of mentoring in high-pressure sales environments

• Matching mentors with mentees effectively

• Long-term mentoring strategies for career development
  Case Study: A global sales organization’s mentorship success story

Module 4: Using CRM & Analytics for Coaching

• CRM dashboards for coaching insights (Salesforce, HubSpot, Dynamics 365)

• Power BI & Excel for identifying performance trends

• Linking coaching plans to KPIs and sales targets
  Practical Exercise: Build a coaching dashboard in Power BI

Module 5: Communication & Feedback Mastery

• Giving constructive feedback without demotivating

• Active listening and questioning techniques

• Digital coaching via Zoom/Teams with recording analysis
  Role-Play: Handling underperformance feedback session

Module 6: Motivating & Retaining Sales Talent

• Recognizing individual motivators in sales

• Incentives, recognition, and non-monetary rewards

• Retaining high-performers through mentorship and growth paths
  Case Study: Reducing attrition with structured mentorship

Module 7: Coaching Through Change & Transformation

• Leading teams through sales transformation initiatives

• Supporting digital adoption with coaching

• Managing resistance and fostering adaptability
  Simulation: Coaching sales reps during a CRM rollout

Module 8: Conflict Resolution & Difficult Conversations

• Handling conflicts within sales teams

• Coaching under stress or crisis situations

• Using mediation and mentoring to resolve disputes
  Role-Play: Conflict resolution between competing sales reps

Module 9: Measuring Coaching & Mentoring Effectiveness

• KPIs and ROI of coaching programs

• Monitoring progress through digital platforms

• Continuous improvement and accountability in coaching
  Practical Exercise: Build a scorecard to measure coaching outcomes

Module 10: Capstone – Building a Coaching & Mentoring Playbook

• Designing a sales coaching strategy for your organization

• Building a sustainable mentorship framework

• Final presentations of participants’ playbooks
  Capstone Project: Create a 12-month sales coaching & mentoring roadmap