Situational Sales Coaching

Situational Sales Coaching is our signature masterclass on sales leadership and coaching. We’ve delivered this course to more than 50,000 participants in 29 countries on six continents.

Course Overview

Situational Sales Coaching gives sales leaders the tactics, techniques, skills, and competencies, to coach sales professionals to grow, develop, and win. 

This proven, research-based masterclass includes instruction across three broad sections:

  • Sales Coaching Conversation Essentials
  • A Sales Management System
  • Advanced Performance Management

The sections and modules may be delivered as one unit or separately in the configuration that best meets your organizational needs.

The Situational Sales Coaching System is designed to seamlessly integrate into and complement your current sales management processes.

situational sales coaching training curriculum

Upon Completion of the Course, Sales Leaders Will Gain the Competencies to:

  • Effectively Train, Observe, Coach, and Provide Ongoing Feedback
  • Rapidly Change Poor Sales Behaviors
  • Create a Culture of Accountability
  • Anchor Sales Training in the Field
  • Leverage the COACH Framework™
  • Conduct Effective Coaching Conversations
  • Analyze and Identify Sales Performance Gaps
  • Know When, Whom, and What to Coach
  • Prioritize Coaching and Development
  • Coach Remote Salespeople Virtually
  • Develop, Coach, and Lead the 5 Disciplines of Ultra-High Performers
  • Conduct Performance Gap Analysis
  • Leverage a System for Sales Performance Management
  • Align Goals and Build Professional Development Plans
  • Coach Before and After Sales Calls
  • Conduct Effective One-to-Ones
  • Conduct Productive Sales Meetings
  • Conduct Effective Pipeline Reviews
  • Engage in Deal Strategy Discussions
  • Develop Individual Territory Plans
  • Onboard and Retain Top Talent
  • And much more . . .

Course Customization

The course curriculum may be fully customized for your industry, customer base, learner segment, and defined business development, sales, and account management processes. Modules may be grouped, adjusted, expanded, or removed as needed.

At Sales Gravy, we are known for our ability to shape training around your culture, unique situation, and to speak your sales organization’s language.

The Results:

  • Engaged learners
  • Training content is assimilated faster
  • New skills stick
  • Long-term behavior change
  • Sales productivity acceleration
  • Significantly higher return on your training investment

To guide us while working with you and your team, we leverage a proven process – ADIO² – for developing and customizing the course curriculum specific to your unique situation.

Sales Gravy Proven Process for Sales Training Curriculum Customization

Training Modality and Delivery Options

The module-based course curriculum may be taught in physical Classroom-based ILT, Virtual ILT, or Hybrid modalities.

The training media, educational design, and delivery connect with adult learning preferences and are responsive to multigenerational learning styles.

We employ an active learning methodology that blends interactive instruction with experiential learning elements, self-paced learning, and role-playing scenarios to create reference experiences that anchor key concepts.

Virtual Learning Experience®

Sales Gravy is the leader in virtual sales training innovation. Our Virtual Learning Experience® (VLX) keeps learners engaged and makes knowledge stick:

Licensing and Train the Trainer

Should you prefer that your own sales enablement team deliver the training, you may license this program. We will train and certify your trainers and supply all of the course material.


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