Sales Coaching for SDRs, BDRs and Sales Teams
Your salespeople may know the product, follow the process and complete the training, yet customer conversations still lack depth and qualification remains inconsistent.
Through observation, feedback and guided practice, SDRs, BDRs, and sales teams develop stronger qualification, discovery and conversation skills that support better sales performance over time.
When additional SDR/BDR coaching makes sense
Your SDRs and BDRs may know the product and follow the sales process, yet still need support in real customer conversations.
Additional hands-on coaching can help when:
- New SDRs and BDRs need more practice during onboarding.
- Customer conversations remain superficial and qualification is inconsistent.
- Sales managers have limited time for individual call coaching.
- Sales training has taken place, but new behaviours are not yet consistently applied.
I work alongside existing sales managers and enablement teams, using real conversations, reflection and targeted practice to help salespeople develop their skills.
What sales problems can Sales Coaching help address?
The content is tailored to the role, market, customer context and conversations that take place in practice. This coaching also supports field sales representatives, account managers and key account managers who manage customer relationships, conduct sales meetings and develop commercial opportunities.
Sales conversations lose relevance early
Create a stronger reason for the customer to engage and connect the conversation to their situation from the start.
Questions are not uncovering enough
Ask more focused questions, listen to the answers and explore what really matters to the customer.
Opportunities are not being qualified clearly
Assess need, fit, stakeholders, decision-making and timing more realistically.
Value is not connecting with customer priorities
Connect the offering to the customer’s situation, priorities and potential business value.
Objections are handled too quickly
Explore what is behind doubt or resistance before deciding how to respond.
Conversations end without clear next steps
When a next step makes sense, agree what it is meant to achieve, who will do what and when. An honest no and a clear, respectful close are also valid outcomes.
When can Sales Coaching make a difference?
Sales Coaching can be delivered individually, in small groups or with a sales team.
New sales professionals
To apply new learning more quickly in real customer conversations and commercial situations.
Experienced sales professionals
To deepen conversation skills, commercial judgement and independent reflection.
New markets or propositions
For situations where customer context, value and qualification need renewed focus.
Focused development priorities
For one specific part of a conversation, behaviour or commercial routine that needs attention.
How Sales Coaching works
The coaching stays close to day-to-day work and focuses on one specific development priority at a time.
Real commercial situations
Calls, transcripts, emails, CRM notes, opportunities and role plays can be used as practical material.
Self-reflection first
The sales professional first identifies what worked, which choices were made and what effect they had.
One focused improvement
We choose one visible behaviour relevant to the current development priority and practise a realistic alternative.
Apply and review
The chosen improvement is used in subsequent conversations and then reviewed again.
Related Sales Coaching Insights
Explore practical perspectives on sales conversations, listening and objections.
What the Prospect Assesses During a Sales Call
What prospects assess during a sales conversation and why it matters.
Listening Is Not Waiting to Speak
Why effective listening goes beyond waiting for your turn to speak.
What an Objection May Be Telling You
What an objection can reveal about a prospect’s concerns or doubts.
Visible development
Development becomes visible in behaviour and application: better conversations, sharper commercial judgement and clearer follow-up.
Conversation quality
More relevant questions, better listening and clearer summaries.
Commercial judgement
More realistic qualification and stronger connection between customer need and value.
Application
Visible use of feedback in subsequent conversations and more consistent follow-up.
Next steps
More specific agreements, better follow-up and greater ownership.
“The team is more connected, more creative and more focused than ever.”
Gerard Janssen — Manager Benelux, Fraling
What development do you want to strengthen?
Briefly describe the sales role, commercial context and which aspect of the conversations you want to develop.