8 Essential Sales Coaching Tips

Coach AEs to adopt repeatable sales processes tied to best-practice activities (rather than pushing for outcomes) and to leverage data
Strive to coach each AE at least 3 hours per month with a regular cadence of scheduled “ride-along” coaching days (rather than joining by surprise)
Know what motivates your AEs (goals as well as intrinsic and extrinsic rewards)
Know each AEs strengths and key development areas
Ask questions about their plan for the flow and desired outcome of each call
During the call, listen and take build-on/think-about notes; only interject to provide “air-cover”
After the call, begin by asking questions in a way that helps AEs learn while holding them accountable: What went well? What do you wish had gone better? Did you accomplish your desired outcome? Then, share your build-on / think about feedback.
Follow up to ensure agreed upon actions were completed