Simpler Selling
One-to-One Sales Coaching
Training a whole team works on shared habits. Some things don't move that way. A seller who is good on paper and stuck in practice, a new manager working out how to lead people who used to be peers, a sales leader with nobody to think out loud with. That's what one-to-one coaching is for: one person, their real calls and deals, and a clear standard to work towards between sessions.
Sessions are monthly, one to two hours, usually remote. Between them, the work happens in your calls, not in a workbook.
45 minutes. We'll look at how your team sells today.
The problem
When one-to-one coaching is the right call
If the problem sits across the whole team, team training is usually the better spend, and I'll tell you so. One-to-one coaching earns its place when the behaviour that needs to change belongs to one person.
- 01
A strong seller has plateaued, and nobody can say exactly which behaviour is holding them back
- 02
A newly promoted manager is expected to coach, lead and forecast without anyone showing them how
- 03
A sales leader is making big calls on people, process and pipeline with nobody to test their thinking against
- 04
Team training covered the basics, but one person needs more depth than a group session can give
- 05
The feedback a seller gets is about outcomes, so they know what went wrong but not what to do differently
The approach
How the coaching works
- 01
Understand
We start with recordings of your recent calls and the deals you're working now, not a questionnaire. That shows where things actually go wrong, which is rarely where people expect.
- 02
Simplify
We agree one or two behaviours to work on, defined clearly enough that you'd recognise them in your own calls. Not a development plan with twelve objectives.
- 03
Practise
Each session uses your real situations: a call that's coming up, a conversation that went badly, a deal that's stuck. We rehearse the moment that matters rather than just discussing it.
- 04
Coach & Embed
You take one specific thing into your next calls. At the following session we look at what happened, keep what worked and adjust what didn't, until the new behaviour is simply how you sell or lead.
Outcomes
What changes
- You know which one or two behaviours are holding your results back, in specific terms
- Calls and conversations get reviewed against a clear standard, not a general sense of how they went
- New managers have a way to coach their own team rather than just reviewing pipeline
- Sales leaders get an experienced sounding board for decisions on people, process and deals
- Progress shows up in real calls between sessions, not just in how a session felt
Formats
How it's delivered
Monthly sessions
One to two hours, once a month, built around your current calls and deals. Remote is the usual format, and in-person sessions are available where that suits better.
Between sessions
A specific behaviour to work on in real calls, so each session starts from what actually happened rather than from scratch.
Fit
Who it's for
- Account executives and senior sellers who want to move from good to consistently strong
- SDRs and BDRs stepping up into closing roles
- First-time sales managers learning to coach rather than just manage pipeline
- Sales leaders and heads of sales who want an experienced outside view
- Founders who are still the main seller in the business
FAQs
Common questions
What is one-to-one sales coaching?
Regular sessions with one person, focused on how they sell or lead in their real calls and deals. It differs from training because it's built entirely around one person's situation, and from mentoring because it works on specific behaviours against a clear standard rather than general advice.
How often are the sessions?
Monthly, for one to two hours. A month gives enough time to try the behaviour in real calls between sessions, which is where the change actually happens.
Is it remote or in person?
Usually remote, which makes it easy to fit around a selling week and to review calls on screen together. In-person sessions are available when that works better.
Who usually arranges the coaching?
Usually the person's employer, often a sales leader investing in a key seller or a newly promoted manager. If you're not sure whether coaching or team training is the better fit, the free Sales Review is the place to work that out.
How is this different from your sales management training?
Sales management training works with a group of managers on coaching their teams. One-to-one coaching works with one person on their own selling or leadership. Some managers do both: the training to build a shared approach, and coaching to apply it with their own team.
Do you use a particular sales methodology?
No. If you or your company already use one, coaching works within it. The focus is the behaviour in the call, not the framework on the slide.
Thinking about coaching for yourself or someone on your team?
Tell me who it's for and what you'd want to be different in three months. We'll work out whether one-to-one coaching is the right fit, or whether something else would do more.