A sales coaching model might seem unnecessary, restrictive even. However, organizations with a formal coaching process achieve a whopping 91.2% of their quota, compared to just 84.7% in companies with an informal coaching process, so can you really afford to ignore it?

And yeah that’s not all. Following a standardized coaching model has multiple tangible and intangible benefits for your organization. Here're 4 ways you can improve on your teams sales coaching models:

1. Identify key skill and knowledge gaps:

The first stop in the journey of sales coaching, in general, is identifying the coaching needs of your team. You need to know where your reps are slipping up and where they can improve. Is it in their interaction with customers? Is it in how frequently they follow up (or don’t)? Or is it as simple as how they structure their emails? A data-driven approach will help you identify where you need to apply corrective measures.

2. Encourages ownership to boost win rate:

Having a clearly-defined coaching process and model helps sales teams take ownership of their actions and decisions. It also helps them see how they affect others' performances. This often provides them with the impetus they need to improve their efforts in meeting goals.

4. Builds a virtuous cycle:

As you implement a defined sales coaching model, you will begin a virtuous cycle of development in your team. This means that new sales reps can quickly follow the leads of more experienced ones and emulate their behavior patterns. They'll have an easier time tapping from the experiences of mentors who have been through similar situations and followed a similar structure of learning.

5. Improves employee retention:

In the 2025 LinkedIn Workplace Learning Report, a whopping 98% employees reported that they were more likely to stay at a company if they felt it invested in their careers. 60% said they preferred to learn at work as well.

While a bigger paycheck is certainly tempting, effective professional development has proven to be motivation for many to stay on at their jobs. Investing in a sales coaching model is a great way to show employees that you are serious about their growth as professionals.