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Sales Coaching for Business Impact Certificate

Align your Sales Coaching efforts and attain the business impact you're looking for.

This workshop leverages the research from ATD's World-Class Sales Competency Model®. Based on the research and the Coaching for Sales Results Area of Expertise, attendees will participate in highly interactive exercises and sales team analysis while learning the foundation of effective Sales Coaching, proven coaching strategy and tactics, and will take home tools they can use immediately in their organizations.

  • Face-to-Face2 days
  • On-SiteFlexible dates & duration
Program Overview

Program Overview

Market demands and workforce turnover have made the role of Sales Coaching mandatory, but there is a big difference between having the title of Sales Coach and being one. Learn the research-based essentials and tools that will lead to developing your sales talent, increase customer value, and drive results. This workshop was specifically designed to help attendees engage front line sales team members in individual or group coaching while drawing out the best performance of the individual or group. By following the 3-anchor points of great sales coaching, attendees will learn to leverage best practices and selling standards as learning tools while practicing ways to give on-the-job reinforcement and corrective feedback. Attendees will also learn what it takes to develop and encourage positive relationships and communications that can grow sales talent as well as identify areas of performer excellence. Based on these observations, attendees will learn how to develop their sales team members in critical selling areas such as partnering, gaining and sharing insight, communicating value, and maintaining personal selling effectiveness. Leveraging sales-related subject-matter expertise, attendees will learn how to identify areas for improvement and address related obstacles to performance through the development and implementation of actionable coaching strategies for both individuals and teams. This workshop will help ensure that the sales person's best performance is linked to sales results.

Learning Objectives

Learning Objectives

After the workshop, participants will be able to:

  • Understand the areas of expertise and foundational competencies that effective sales coaches possess, based on ATD’s World-Class Sales Competency Model®
  • Diagnose individual performance to drive business objectives
  • Learn four Sales Coaching styles and when to use them
  • Use methods and strategies for Observing, Developmental Feedback, and Motivation
  • Create coaching and development plans


  • Topic 1 - Introduction to the World Class Selling Model and Sales Coaching
  • Topic 2 - Assessing Performance
  • Topic 3 - Sales Coaching and Observation
  • Topic 4 - Sales Coaching and Motivation
  • Topic 5 - Sales Coaching and Developmental Feedback
  • Topic 6 - Sales Coaching Styles
  • Topic 7 - Building Sales Coaching Plans
  • Appendix
Who Should Attend

Who Should Attend

This workshop is designed for the sales trainers and leaders who are focused on improving the competency of salespeople and sales organizations in a systematic way.
Credits & Attendance

Credits & Attendance

Continuing Education Units (CEUs)

Earn 1.4 Continuing Education Units (CEUs) upon successfully completing this program. Learn More

CPLP© Recertification Points

This program may be eligible for up to 14 CPLP recertification points. Learn more at

HRCI Recertification Credits

This program has been pre-approved for 14 (General) recertification credit hours toward PHR, SPHR, and GPHR recertification through the HR Certification Institute.

Attendance Policy

Participation in all originally scheduled days of the program is mandatory in order to receive the certificate of completion and 1.4 CEUs. Participants who miss more than two hours of the entire program will not be eligible to receive the certificate. Participants who fulfill the attendance requirement will receive a certificate at the end of the program.

To view our transfer and cancellation policies, please click here

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