Global

Coaching sellers: Role-plays, call reviews and feedback for sales managers

A ready-made course you customise for your organisation, with a live session deck and two surveys. You only add the 11 details that are specific to your organisation.

See the live deckSee the full outline
Try the coursePreview the survey
Length
40 min
Lessons
6 lessons
Frequency
When a seller is promoted to team lead
Last reviewed
21 Oct 2026
Grey areas: split scores, star sellers and defensive replies
What would you do?

You score a call 2 and a peer scores it 4

Try it: this is one of 17 interactive activities in the course.

What's included

Three pieces that work together

Copy once, get everything. Learners prepare on their own, you answer questions live, and the surveys tell you what stuck.

Self-paced course

Short lessons with real workplace scenarios, not walls of text.

  • 6 lessons, about 40 minutes
  • Scenario, sorting activity, process, tabs and quizzes

Live session deck

An AhaSlides presentation to run after the course, in person or online.

  • 10 slides
  • Quiz, poll, scale, open-ended slides
  • A closing slide for your contacts

Two surveys

Find out what landed, and whether people use it on the job.

  • Post-course feedback, about 2 minutes
  • 30-day check-in
  • Anonymous by default
  • Results feed your next refresher

Learning objectives

At the end of this course, learners can

Each objective and the lesson that covers it.

IDObjectiveSourceWhere it's covered
TO 377.0Achieve ≥ 80% on the final assessment-Whole course
SO 377.1Tell coaching (asking, one behaviour, one action) from telling (a list of fixes)Best practiceWhole course
SO 377.2Set up a call or visit observation and score it against observable behaviours + your infoOrganisation's sales competency frameworkWhole course
SO 377.3Give feedback that is specific, evidence-based and ends in one agreed actionBest practiceWhole course
SO 377.4Run a role-play with a clear brief, a rubric and a debriefBest practiceWhole course
SO 377.5Calibrate scores with other managers and plan the follow-up rhythmBest practiceWhole course

Your part: what a template can't do for you

  • Your workplace details: fill in the 11 highlighted fields so the course describes your own policies, contacts and locations.
  • Records: record completion in your own LMS or record system.

Course outline

6 lessons, about 40 minutes

Minutes per lesson are an estimate, shared out by page count.

ContentInteractiveVideoYou customise
1

A coaching session that turned into telling

3 pages

8 min
Before you beginNoteList
An invented storyTextImage
What would have helped?ChecklistKey factQuiz
2

Setting up an observation and scoring it fairly

3 pages

8 min
Choose the methodTabs
Behaviours, not impressionsFlashcardsYour info
Observable or opinion?Sorting activityNoteMatching quiz
3

Feedback that changes behaviour, and role-plays with a rubric

3 pages

8 min
The feedback conversationProcess
Rewrite the feedbackSorting activity
Run the role-playAccordionQuiz
4

Grey areas: split scores, star sellers and defensive replies

3 pages

8 min
ScenarioScenario
ScenarioScenarioYour info
ScenarioScenarioMatching quiz
5

Your coaching plan, rhythm and who to ask

2 pages

5 min
Support and rulesProcessYour infoYour infoYour infoYour info
A follow-up rhythmTimelineYour infoMulti-select quiz
6

Final assessment

1 page

3 min
PracticeQuizKey factNoteButtonYour info

Live deck and surveys

10 slides to run live, two surveys to close the loop

Pink slides are interactive. Both surveys are anonymous; pink questions are written for this course.

ContentTitle, agenda, "not legal or professional advice
PollIn a typical month, how many hours do you spend coaching each seller?
ContentCoaching versus telling, the five-step feedback conversation
QuizWhich comment is specific and about behaviour? ("You ended the call without a date for the next step" ✔)
QuizTwo managers score one call 2 and 4. What next? (Compare each score with the behaviour descriptions ✔)
QuizA role-play debrief should start with… (The seller's own view ✔)
ScaleHow confident are you giving feedback that leads to one agreed action?
Open-endedOne behaviour I will coach for this month
Q&AAsk the trainer anything
Content · customiseClosing {{SALES_ENABLEMENT_CONTACT}}, {{SURVEY_1_URL}}, {{SURVEY_2_URL}}, {{COURSE_URL}}
Post-course feedback: 11 questions, about 2 min
  1. Overall rating 5 stars
  2. Relevant, realistic, right length, helpful activities agree/disagree grid
  3. What was most useful? multi-select
  4. Confidence before this course, and now 1-5 scale
  5. Roughly how many coaching sessions have you delivered since the course? short text
  6. How useful have your sellers found your feedback? 1-5 scale
  7. Have you run a calibration conversation with another manager? multiple choice
  8. I feel able to give honest feedback to a high-performing seller. 1-5 scale
  9. One thing we should change or add open text
  10. Would you recommend this course? NPS
30-day check-in
  1. Have you used what you learned since the course? multiple choice
  2. How confident are you today? Compare with day 1 1-5 scale
  3. Do you know where to find the coaching scorecard and the sales enablement contact? yes / no / not sure
  4. A moment where the training helped, or where you weren't sure open text
  5. Which topics should the next refresher focus on? ranking

Results show whether people use the training on the job, not just whether they finished it.

Make it yours

11 fields to fill in, and you're ready

Everything else is done. These are the details only your organisation knows; each one is highlighted inside the course.

  • Sales enablement contact{{SALES_ENABLEMENT_CONTACT}}
  • Compliance contact{{COMPLIANCE_CONTACT}}
  • Sales playbook link{{SALES_PLAYBOOK_LINK}}
  • Coaching scorecard link{{COACHING_SCORECARD_LINK}}
  • Call recording policy link{{CALL_RECORDING_POLICY_LINK}}
  • Coaching time guidance{{COACHING_TIME_GUIDANCE}}
Show all 11 fields
  • Escalation route{{ESCALATION_ROUTE}}
  • LMS or record system{{LMS_OR_RECORD_SYSTEM}}
  • Survey 1 URL{{SURVEY_1_URL}}
  • Survey 2 URL{{SURVEY_2_URL}}
  • Course URL{{COURSE_URL}}

FAQ

Common questions

Can I run coaching sellers: Role-plays, call reviews and feedback for sales managers training online?

Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.

How often is this training needed?

When a seller is promoted to team lead, at the start of a coaching programme, and yearly as a calibration refresher for managers.

Who needs this training?

Sales managers, team leads and trainers who coach sellers (run by L&D with the sales leadership team).

What records should I keep?

Record completion in your own LMS or record system, so you can show who finished the course and when.

Can I edit the content?

Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.

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Last reviewed: 21 October 2026Templates are a starting point, not legal advice.

Ready to run it?

Open the live deck to see how the session runs alongside the course and both surveys.

See the live deck