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Coaching Action Plan for Sales Managers



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Asking the Right Questions - By Colly Graham

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• Have your people set specific goals and connect with them regularly to maintain accountability.

• Evaluate where people are at from a personal, and/or competency basis to assist you in developing them to their full potential.

• Always leave people with action steps, goals and deliverables.

• Use a template or formal tool for inputting, tracking progress, and generating feedback on the coaching progress.

• Have a process of profiling and targeting those people who are ready to be coached now, invest coaching time with these people.

• Provide quick focus sessions to problem solve and trouble shoot between regular coaching sessions.

• Listen to truly understand others unique point of view.
Are you an effective listener?

• Facilitate the process of problem solving with your people in coaching sessions instead of just giving them the answer.

• Gain rapport and credibility with a wide variety of people that you coach.

• Keep the conversation focused and on track.

• Ask probing questions that get people communicating and sharing truth, challenges and fears that may be inhibiting them from succeeding.

• Use and fully understand the applications of assessment tools and processes as a coach.

• Ensure People finish a coaching session with re-energized, focused and committed consistently


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Free PDF Download
Asking the Right Questions - By Colly Graham

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About the Author: Colly Graham

RSS for Colly's articles - Visit Colly's website
Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group
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