Most sales managers were great reps and now do review meetings, not coaching. The 4 coaching modes, deal coaching vs skills coaching, and the 1:1 cadence that drives quota.
Most sales managers were promoted because they were great reps. Their first instinct in a 1:1 is to tell the rep what they would do — because it's faster, it feels useful, and it's what management training mostly fails to retrain. The problem is that every 1:1 becomes a deal-review meeting and the rep never grows. By the time the rep leaves for a promotion at a competitor, the manager hasn't actually managed — they've just been the senior rep who happens to sign expense reports.
This workshop is built on the GROW coaching model (Sir John Whitmore) applied to sales contexts, combined with MEDDIC for deal coaching and the 4-modes management framework (Tannenbaum & Schmidt, updated for modern sales). It's the toolkit for the sales manager who wants to develop a team rather than just deliver a number.
The day is built around your real 1:1s and your real deals. Delegates bring three current deals and three current rep development conversations, work them through both coaching modes, practise in pairs with feedback, and leave with a 30-day cadence — not a workbook.
Built on GROW + MEDDIC + the 4 coaching modesEvery TESS workshop is designed backwards from the change you want to see in your team's behaviour. Here's what coaching graduates do differently on the Monday after.
Teach, coach, direct, delegate — diagnostic for which mode the rep needs right now.
MEDDIC-driven questions that surface what the rep is missing — without you closing the deal for them.
Move past 'be more confident'. Coach the observable behaviour the rep can actually change.
A 30-minute weekly 1:1 split into deal coaching, skill coaching and pipeline hygiene — without it becoming a status update.
Coach during the forecast call. Stop waiting for the dedicated coaching session that doesn't happen.
Embedded in your stand-ups, your pipeline reviews, your retros — not a separate calendar item that gets cancelled.
Full-day format shown. The half-day version focuses on the morning blocks with a condensed live round at the end.
Genuinely the first time I've left a coaching course able to do it on Monday. The live rounds with feedback made the difference. My 1:1s have completely changed shape.
Pricing depends on group size, delivery mode (live online vs in-person) and whether we tailor the curriculum to your sector. Closed cohorts start from a few hundred pounds per delegate for half-day workshops and scale from there. Book a 15-minute discovery call and we'll give you a concrete figure within 24 hours.
Coaching for Sales is a full-day workshop by design — the live coaching rounds with practitioner feedback in the afternoon are what changes behaviour. A half-day version covering the 4 modes and deal coaching only (no live rounds) is available as a foundational session.
We're flexible. Most cohorts run with 10–20 delegates, but we regularly deliver for smaller groups of 2–4, particularly for senior teams or specialised sectors. The live coaching rounds work better with even numbers, but we'll make any group work.
Live online is our default and works well for coaching — breakout rooms make the practice rounds work cleanly. We also deliver in-person at your site or a venue you choose, particularly when the cohort already work in the same room.
Typical lead time from a first call to delivery is 2–4 weeks. We can move faster if you need to — the limiting factor is usually your calendar, not ours.
Yes. The frameworks (GROW, TGROW, observable behaviours) stay the same; the examples, exercises and case studies are tailored to your sector, tools and your team's real work. We discuss this on the discovery call and rebrief the practitioner before delivery.
Yes. Every delegate receives a CPD-certified digital certificate on completion. The certificate references the hours of learning and the frameworks covered, so it can be added directly to a CPD record for any chartered or professional body.
We allocate a TESS coaching practitioner based on your sector. All practitioners are independently qualified coaches (ILM Level 5 or equivalent) with active corporate coaching practices. We'll send the named practitioner's bio after the discovery call.
Two ways in. Book a 30-minute discovery call below, or fill out the form and we'll reply within 24 hours with cohort options for your group.