1. Sales Leader Coaching Skill Development Plan
Lead For Results, Manage For Activity, Coach For Behavior
Sales Leader Coaching Skill Development Plan
Date: _______________________________________
Sales Leader: _______________________________________
Line of Business: _______________________________________
Coaching Skills to Develop:
Debriefs Effectively
Is Effective on Joint Calls
Asks Quality Questions
Understands Impact of Major Performance Factors
Demonstrates Effective Selling
Is Effective at Getting Commitments
Consistently Coaches Skills & Behaviors
Understands Impact of Crucial Elements
Effectively On-boards New Hires
Additional resource - please visit the website page below to hear Tony Cole’s short audio clips on how to coach these critical coaching skills
Note:
New Sales Leaders will complete this self-assessment prior to attending their 2 ½ day Immersion in Cleveland. Towards the end of the 8-week training program, their Sales Managers will also complete this as an evaluation of their learning and progress as well as development areas. This is part of the New Sales Leader’s certification and completion of SME Immersion.

2. Debriefs Effectively
Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale:
5 = Strongly Agree: Completely addresses requirements; no modifications needed
4 = Agree: Addresses most requirements; minor modifications needed
3 = Neutral: Generally addresses requirements; some modifications needed
2 = Disagree: Few requirements addressed; significant modifications needed
1 = Strongly Disagree: Does not meet our requirements at all
Area
Level
Sales Leader’s Ranking Regl. Sales Exec's Ranking
Coaching Skill
Has Scheduled Debriefing Sessions 1 2 3 4 5
Asks Questions
Maintains Focus on Critical Items
Has Clear Insight
Provides Feedback That Improves Skill
Stays Clinically Detached
Sales Leader’s Comments:
Regl. Sales Exec's Comments:
Agreed Upon Action Steps: 2

3. Is Effective at Joint Calls
Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale:
5 = Strongly Agree: Completely addresses requirements; no modifications needed
4 = Agree: Addresses most requirements; minor modifications needed
3 = Neutral: Generally addresses requirements; some modifications needed
2 = Disagree: Few requirements addressed; significant modifications needed
1 = Strongly Disagree: Does not meet our requirements at all
Area
Level
Sales Leader’s Ranking Regl. Sales Exec's Ranking
Coaching Skill
Conducts Joint Calls Regularly 1 2 3 4 5
Does Not Rescue
Completes Pre- Call Plans w/RM
Completes Post-Call Debriefs w/RM
Provides Insights
Does 1 on 1 Coaching
Receives & inspects Commitments
Sales Leader’s Comments:
Regl. Sales Exec's Comments:
Agreed Upon Action Steps: 3

4. Asks Quality Questions
Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale:
5 = Strongly Agree: Completely addresses requirements; no modifications needed
4 = Agree: Addresses most requirements; minor modifications needed
3 = Neutral: Generally addresses requirements; some modifications needed
2 = Disagree: Few requirements addressed; significant modifications needed
1 = Strongly Disagree: Does not meet our requirements at all
Area
Level
Sales Leader’s Ranking Regl. Sales Exec's Ranking
Coaching Skill
Creates Discovery Process 1 2 3 4 5
Gains Agreement
Asks Open Ended ?s
Leads to Objections
Conversational
Asks the Tough Questions
Sales Leader’s Comments:
Regl. Sales Exec's Comments:
Agreed Upon Action Steps: 4

5. Understands Impact of Major Performance Factors
Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale:
5 = Strongly Agree: Completely addresses requirements; no modifications needed
4 = Agree: Addresses most requirements; minor modifications needed
3 = Neutral: Generally addresses requirements; some modifications needed
2 = Disagree: Few requirements addressed; significant modifications needed
1 = Strongly Disagree: Does not meet our requirements at all
Area
Level
Sales Leader’s Ranking Regl. Sales Exec's Ranking
Coaching Skill
Need for Approval 1 2 3 4 5
Money Issues
Rejection Issues (Controls Emotions)
Buy Cycle
Record Collection
Sales Leader’s Comments:
Regl. Sales Exec's Comments:
Agreed Upon Action Steps: 5

6. Demonstrates Effective Selling
Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale:
5 = Strongly Agree: Completely addresses requirements; no modifications needed
4 = Agree: Addresses most requirements; minor modifications needed
3 = Neutral: Generally addresses requirements; some modifications needed
2 = Disagree: Few requirements addressed; significant modifications needed
1 = Strongly Disagree: Does not meet our requirements at all
Area
Level
Sales Leader’s Ranking Regl. Sales Exec's Ranking
Coaching Skill
Knows content 1 2 3 4 5
Owns Content
Is Effective at Demonstration
Identifies Incorrect Behavior
Teaches Theory
Coaches Skill
Sales Leader’s Comments:
Regl. Sales Exec's Comments:
Agreed Upon Action Steps: 6

7. Is Effective at Getting Commitments
Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale:
5 = Strongly Agree: Completely addresses requirements; no modifications needed
4 = Agree: Addresses most requirements; minor modifications needed
3 = Neutral: Generally addresses requirements; some modifications needed
2 = Disagree: Few requirements addressed; significant modifications needed
1 = Strongly Disagree: Does not meet our requirements at all
Area
Level
Sales Leader’s Ranking Regl. Sales Exec's Ranking
Coaching Skill
Helps Discover Issues 1 2 3 4 5
Leads Individual to Eventual Outcome
Gains Agreement That Outcome is Not Desirable
Creates Disciplined Structure for Coaching
Sales Leader’s Comments:
Regl. Sales Exec's Comments:
Agreed Upon Action Steps: 7

8. Consistently Coaches Skills & Behaviors
Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale:
5 = Strongly Agree: Completely addresses requirements; no modifications needed
4 = Agree: Addresses most requirements; minor modifications needed
3 = Neutral: Generally addresses requirements; some modifications needed
2 = Disagree: Few requirements addressed; significant modifications needed
1 = Strongly Disagree: Does not meet our requirements at all
Area
Level
Sales Leader’s Ranking Regl. Sales Exec's Ranking
Coaching Skill
Regular Coaching Hours 1 2 3 4 5
Coaches Skills & Behaviors
Behavior Ratios are Improving
RMs Demonstrating Better Skills & Understanding
Sales Leader’s Comments:
Regl. Sales Exec's Comments:
Agreed Upon Action Steps: 8

9. Understands Impact of Crucial Elements
Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale:
5 = Strongly Agree: Completely addresses requirements; no modifications needed
4 = Agree: Addresses most requirements; minor modifications needed
3 = Neutral: Generally addresses requirements; some modifications needed
2 = Disagree: Few requirements addressed; significant modifications needed
1 = Strongly Disagree: Does not meet our requirements at all
Area
Level
Sales Leader’s Ranking Regl. Sales Exec's Ranking
Coaching Skill
Desire 1 2 3 4 5
Commitment
Outlook
Responsibility
Sales Leader’s Comments:
Regl. Sales Exec's Comments:
Agreed Upon Action Steps: 9

10. Effectively On-boards New Hires
Please use the following checklist to evaluate the extent to which the Sales Leader has demonstrated effective coaching for this skill set. Responses are based on the following 5-point scale:
5 = Strongly Agree: Completely addresses requirements; no modifications needed
4 = Agree: Addresses most requirements; minor modifications needed
3 = Neutral: Generally addresses requirements; some modifications needed
2 = Disagree: Few requirements addressed; significant modifications needed
1 = Strongly Disagree: Does not meet our requirements at all
Area
Level
Sales Leader’s Ranking Regl. Sales Exec's Ranking
Coaching Skill
Meets Weekly for Coaching Sessions 1 2 3 4 5
New Hire Can Explain Objectives & Expectations
New Hire Meets or Exceeds Activity & Behavior Expectations w/o Exception
Sales Leader’s Comments:
Regl. Sales Exec's Comments:
Agreed Upon Action Steps: 10