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Sales coaching with a coaching track per person

Coaching often happens on gut feeling and on numbers. In SalesDNA you capture your team's learning points in a yearly schedule in the building block Sales development. With the Coaching button you follow per person whether those learning points land in practice, with a prepared conversation and notes afterwards.

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How it works in SalesDNA

From yearly schedule to coaching conversation.

Per learning point you set which roles and which phase it is for, why (a KPI, notes or win/loss), when it comes up as training, as coaching and in practice, who gives it and how you see that it works. With a filter per role you see the path of one role.

  1. 01

    Development track per role

    The learning points for a role, in the order of the schedule. A learning point without roles applies to everyone.

  2. 02

    Coaching track per person

    Start a track for someone from Team, with a role and a coach. Per team you see where everyone stands: how many learning points are done, what is up now and the next moment, or a signal when it has been quiet too long.

  3. 03

    Prepare the conversation

    What SalesDNA knows since last time, such as the agreements from the previous conversation and the latest conversation notes, and questions for the conversation from AI, without names.

  4. 04

    Record

    Schedule an appointment, and after the conversation the note, the agreements and whether the learning point is done. That becomes a conversation note; setting a learning point to done puts the next one on now.

A timeline per track shows training, shadowing and coaching conversations. A sales manager with a team sees only the people of that team; the organization administrator has no access.

What it gives you

From learning point to coaching conversation, and back again.

What analyses show becomes a learning point for your team: a signal from conversation notes, a trend from meetings or a reason from win/loss. In Sales development you put it in the yearly schedule, and with Coaching you follow per person whether it lands in practice.

Before every conversation SalesDNA looks at what happened since the previous one: the agreements from then, that person's latest conversation notes and the learning point that is up now. AI turns that into questions for the next conversation, without the name.

Every coaching conversation becomes a conversation note in Conversation cycle, with the agreements. That way it is again the source for the next improvement. In the list per team you see a signal next to anyone who has had no coaching moment for too long and has nothing scheduled.

Coaching

Building layer 6 · owner, sales manager (own team) and HR
  1. Development track per role
  2. Coaching track per person
  3. Prepare the conversation
  4. Record
Yearly schedule · Q4 · account managerLearning point: asking follow-up questions in phase 1 · why: KPI conversion phase 1 · training in October, coaching in November, practice in December
Coaching track · account manager · team North3 of 7 learning points done · now: follow-up questions in phase 1 · next moment: 14 October
Signalquiet too long One track without a coaching moment in nine weeks, nothing scheduled.
Since last timeAgreement: name the consequence of the problem in every first conversation. Latest conversation note: signal quote follow-up.
Question from AIIn which conversation did the follow-up questions work, and what did you do differently then?
RecordNote, agreements, learning point done: yes or no. Becomes a conversation note.

Whether a learning point is done is up to you. Names are removed before anything goes to AI. A timeline per track shows training, shadowing and coaching conversations.

AI and privacy in coaching

AI prepares. You coach.

A coaching track is about one person. That is why the same rules apply here as for conversation notes.

AI does

  • Suggest questions for a coaching conversation, from the learning point and what happened since last time
  • Draft the agreements for the conversation note and give a coaching tip and a coaching question per signal
  • Turn what comes back in several conversations into additions for the building blocks they are about

AI does not

  • Assess or rank employees; whether a learning point is done is up to you
  • Process names: the names SalesDNA knows and email addresses are removed before anything goes to AI
  • Put a learning point in the schedule or start a track without you

Fixed retention periods · a daily task cleans up

  • 12 monthsNotes of conversations disappear after twelve months.
  • 2 yearsThe entire conversation note disappears after two years.
  • NeverCoaching tracks are never visible while the SalesDNA team watches along.
Who uses it

Coaching only for owner, sales manager and HR.

  • Capturing Sales development: whoever edits building layer 6, so the owner, the HR administrator and the organization administrator
  • Coaching: the owner, the sales manager for their own team and the HR administrator. A coaching track is personal data
  • The organization administrator has no access to the workspace, and the SalesDNA team never sees coaching tracks while watching along
See all roles and permissions
Further reading

Coaching on behavior instead of numbers

A number says something is going wrong, behavior says where. This article shows how you get from a number to one concrete behavior, and how you build a fixed conversation rhythm around it.

Read the article

Coaching follows the onboarding program; every conversation becomes a note in meeting and conversation notes.

Questions about coaching

What you want to know.

What is the difference between Sales development and Coaching?

Sales development is the building block: the yearly schedule with your team's learning points, per role and per phase. Coaching is the workspace that goes with it: there you follow per person whether those learning points land in practice, with a coaching track, prepared conversations and notes afterwards.

Does AI decide whether a learning point is done?

No. AI suggests questions for the conversation, from the learning point and what happened since last time. Whether a learning point is done, you record after the conversation. Setting a learning point to done puts the next one on now.

Who sees the coaching tracks?

Only the owner, the sales manager and the HR administrator. A sales manager with a team sees only the people of that team. The organization administrator has no access, and the SalesDNA team never sees coaching tracks while watching along.

Where does a coaching conversation end up?

Once recorded it becomes a conversation note in Conversation cycle, with the agreements. Notes disappear after twelve months, the entire conversation note after two years. What comes back in several conversations can become an addition in the relevant building block with "From conversations to SalesDNA", without a name.

Demo · 30 minutes · online

Build the first building layer of your SalesDNA. Together, in 30 minutes.

You tell us how you sell, we capture it in building layer 1. After that you know whether SalesDNA fits your organization.

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  2. We confirm by emailWith two short questions about your team and your current playbook.
  3. Together we build building layer 1Your promise and ambition, captured in SalesDNA.