Developing a Salesperson's Skills
Learn how to evaluate sales competencies pragmatically, coach in the field and build mini training modules that make your salespeople better at selling.
What this program changes for your business
better-qualified opportunities
higher conversion rates
shorter sales cycles
AI-powered practice
Unlimited rehearsal on Skeells, instant feedback, realistic simulations tailored to your cases.
Field anchoring
Integrated managerial coaching, transfer to real customer meetings, progress tracking.
Sustainable practice
3-month Skeells access post-workshop to embed reflexes and measure skill growth.
Not a theoretical training. A rehearsal for real customer meetings.
- Filmed and debriefed role-plays
- AI simulations on your own scenarios
- Real cases brought by participants
- Individual action plans actionable on day one
Context
You notice that your salespeople's selling skills are not optimal and you want to help them improve. Perhaps they have already attended a sales training course, yet they still struggle to apply the methods learned. This program will help you understand how to pragmatically evaluate their strengths and weaknesses in selling and help them progress through field coaching and classroom training. You will also benefit from a tool to track your salespeople's progress.
Objective
Who is it for?
- Sales managers responsible for team development
- Field coaches and sales trainers
- Team leaders conducting joint visits
- L&D professionals supporting sales teams
Program Outline
Analysing sales performance
- Evaluating a salesperson's face-to-face performance
- Identifying specific skill gaps and strengths
- Setting measurable improvement objectives
Coaching through joint visits
- Conducting awareness-building joint visits
- Observing without interfering — the right posture
- Providing structured debriefs after client meetings
- Helping salespeople adapt techniques to different situations
Training and practising
- Using a pedagogical process to develop selling skills
- Delivering knowledge inputs on specific sales techniques
- Training salespeople in the field and in the classroom
- Building a mini training module from scratch
Tracking progress
- Setting up a competency tracking framework
- Measuring improvement over time
- Adjusting coaching approach based on progress
- Animating mini training modules effectively
Training Format
- 2-day workshop (14 hours)
- Blended format: in-person or virtual
- Maximum 10 participants per session
- Case studies, methods, role-plays and debriefing
- Competency tracking tool included
Using AI in this sales skill
Concrete ways salespeople can leverage artificial intelligence to enhance this specific skill.
Competency assessment
Use AI to structure competency evaluations and identify specific skill gaps from observation notes.
"After a joint visit, I noted that salesperson X struggles with discovery questions and jumps to presenting too early. Based on this observation, generate a structured competency assessment and a prioritised development plan for the next 4 weeks."
Coaching debrief preparation
Generate structured debrief frameworks and coaching questions based on field observations.
"I observed my salesperson during a client meeting. They handled rapport well but missed buying signals and didn't attempt to close. Generate a coaching debrief structure with open questions to help them self-diagnose and 3 specific exercises to practice."
Mini training module design
Use AI to design focused micro-training modules on specific selling skills identified during coaching.
"I need to build a 30-minute training module on 'handling price objections' for my team. Generate a module structure with learning objectives, a role-play scenario, key techniques to cover and validation questions."
Progress tracking reports
Generate progress reports summarising a salesperson's development over time based on coaching session notes.
"Here are my coaching notes from 4 sessions with salesperson Y over 2 months covering discovery, objection handling and closing. Summarise their progress, remaining gaps and recommended next coaching focus."
Powered by Skeells
Learning continues with AI-powered practice
Interactive Podcasts
Explore coaching best practices through interactive podcast episodes covering field observation, feedback techniques and skill development strategies.
AI Role-Play Practice
Practice delivering feedback and coaching conversations with AI-simulated salespeople at different skill levels and with varying reactions.
This program is part of the Qwantiq sales transformation approach — combining expert sales training, managerial coaching and AI-powered learning through the Skeells platform.
Sales Programs
Explore all sales training programs
Management Programs
Sales coaching & leadership
Our Method
Sales enablement approach
Skeells AI Platform
AI-powered sales skills development
White Paper
The Great Comeback of Sales Coaching
To learn more about our vision of modern sales coaching, read our white paper: The Great Comeback of Sales Coaching.
Interested in this program?
Let's discuss how to adapt it to your team's needs.