How to Coach Your Sales Team to Close More Deals (Even If You’re Just Starting)

Imagine you’re building a sales team. Everyone is working hard, talking to customers, and trying to sell.

But some are doing well, and some are not.

You start asking, “What’s missing?”

The answer is simple: they need better guidance.

Just like a sports team needs a coach to win games, your sales team needs sales coaching to improve.

Sales coaching means helping each person on your team get better at selling—step by step. It’s not about giving orders. It’s about working together, fixing mistakes, and teaching them how to do their job the right way.

When coaching is done the right way:

• Sales reps close more deals
• They feel more confident
• Your business grows faster

In this blog, we’ll explain what sales coaching is, why it’s so important, and how you can do it easily—even if you’re a beginner.

What Is Sales Coaching?

Imagine you’re learning how to play cricket.

A trainer teaches the whole team how to play, gives everyone the same drills, and explains the rules.

But a coach stands beside you, watches how you play, and helps you fix your swing or improve your timing. They guide you personally.

That’s exactly what sales coaching is.

It’s not about giving orders or just checking results.
It’s about sitting with each salesperson, one-on-one, and helping them:

• Get better at talking to customers
• Close more deals
• Grow in their sales career

You’re not just telling them what to do. You’re working with them step-by-step.

Sales Coaching vs. Sales Training (What’s the Difference?)

So, in simple words—training teaches the group, but coaching helps each person win.

And when everyone improves individually, your whole sales team gets stronger.

Why Is Sales Coaching Important?

If you want your sales team to sell more, stay longer in the company, and do better at their job, sales coaching is very important.

Here’s why:

1. Your Team Works Better

When companies coach their salespeople regularly, they grow 16% faster.
That’s because coaching helps team members learn new things and improve every week.

2. More Deals Get Closed

Coaching teaches your team how to talk to customers and handle tough questions.
This helps them close more deals—up to 32% more than teams without coaching.

3. People Don’t Leave the Job

Salespeople feel more supported and valued when they get regular coaching.
But without it, 6 out of 10 sales reps might quit their job.

How to Build a Simple Sales Coaching Plan (Step-by-Step)

You don’t need to be a sales expert to coach your team. You just need a clear plan and the patience to follow it.

Here’s a super easy 6-step method to coach your sales team the right way:

Step 1: Start Small and Teach What You Know

If you’re the business owner or the first person who sold the product, you already know what works.

So don’t try to teach everything at once.

Start small:

• Let your new sales rep watch your sales calls.
• Ask them to book meetings for you.
• Slowly give them more things to do as they learn.

Let them learn by watching and doing—step by step.

Step 2: Give Them Simple Tools to Use

Your team will do better if they have the right tools.

Create basic stuff like:

• Ready-made call scripts
• Email templates
• Simple checklists to qualify leads

These tools save time, avoid confusion, and help you coach better.

Step 3: Split Your Team into 3 Groups

Not every salesperson is at the same level.

You need to coach each group differently:

• Top performers: They’re already doing well. Help them learn advanced skills.
• Middle performers: These are the ones you should focus on the most. A small improvement here can boost your total sales.
• Low performers: They need help with the basics. Be patient, give extra attention.

This way, your time goes where it brings the biggest results.

Step 4: Create a Simple Plan with Each Person

Sit down with every rep and make a personal coaching plan.

The plan should include:

• Goal: What do they want to get better at? (Like closing deals or handling objections.)
• Steps: What small tasks will they do each week?
• Meetings: How often will you talk to check progress?

Tip: Don’t try to fix everything at once. Focus on one goal at a time.

Step 5: Stick to the Plan—No Matter What

Good coaching only works if you do it regularly.

So don’t cancel or delay your coaching sessions.

Treat them like sales calls—important and non-negotiable.

Your team will take it seriously only if you do too.

Step 6: Check Results and Ask for Feedback

At the end of each month, look at how your reps are doing.

Ask simple questions:

• What’s helping you?
• What’s still hard?
• Do you feel supported?

Also, check real data:

• Are they closing more deals?
• Are they handling leads better?
• Are they hitting their targets?

Then, improve your plan based on what you learn.

Top Sales Coaching Tips (That Actually Work)

Want to become a great sales coach? These simple tips will help you guide your team better, without making things complicated.

1. Make Time for Coaching

Coaching won’t work if you do it only when you have “free time.”

Just like you schedule important meetings or sales calls, you need to schedule time to coach your team—every week. Put it on your calendar and don’t skip it.

2. Coach While the Work Is Happening

The best time to coach is during real sales calls.

Listen to your reps while they talk to customers. Give small tips (like a whisper) during the call or review it together afterward.

When reps get feedback while they work, they learn faster.

3. Always Have a Plan for 1-on-1 Meetings

Don’t walk into a coaching session without a plan.

Before each one-on-one:

• Make a short list of what you want to talk about
• Share it with your rep
• Ask questions and take notes

This shows you care and helps your rep take the session seriously.

4. Use Real Numbers to Guide Your Coaching

Don’t just say, “I feel like you’re not doing well.”

Instead, use real numbers like:

• How many calls they made
• How many deals they closed
• How long it takes to close a deal

Numbers don’t lie. They help you see what’s really happening and where to improve.

5. Know the Difference Between Coaching and Managing

Managing is telling someone what to do.

Coaching is helping them understand why something works or doesn’t.

Ask them questions like:

• What do you think went wrong?
• How would you do it next time?

This helps reps think on their own and grow faster.

6. Make It Easy to Ask for Help

Some reps feel scared to ask questions. Your job is to make them feel safe.

Don’t shout. Don’t blame. Just listen and help.

When reps know they can trust you, they’ll learn more and do better.

Conclusion

If your team isn’t closing enough deals, it doesn’t mean they’re not trying. It usually means they need better guidance.

That’s where sales coaching makes all the difference.

You don’t need to be an expert or have years of experience. You just need to show up, listen, and help your team improve—one step at a time.

When coaching is done right:

• Your reps become more confident
• They close more deals
• Your business grows faster

Start with what you know. Use simple tools. Focus on the people who need your help the most. And most importantly—make coaching a regular part of your schedule.

Sales coaching isn’t a one-time fix. It’s a habit that builds strong teams.

Because at the end of the day, great salespeople aren’t born. They’re coached.

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