Sales Coaching & Training

Watch the Overview

Most of the problems that exist within sales organizations today don’t stem from a lack of technology adoption (CRM, video chat, etc.), problems with the company’s product or service, or even the state of the economy.

The primary reason salespeople fail to achieve their numbers (and ultimately your numbers) is because they lack the core communication skills required for them to perform in the top 1%. These “soft skills” include:

Establishing themselves as the authority and “trusted advisor” in front of any audience including the C-Suite.
Understanding how to respond to ANY question, without flinching, while continuing to move the conversation forward.
Asking meaningful questions that help prospects uncover their REAL business problems that other competitors were unable to identify.
Perfectly adapting to any customer, in any moment, regardless of circumstances.

IMPACT Sales Coaching & Training Solves these Problems

Our Approach

Our coaching program isn't just about teaching your team what to say; it's about transforming how they think about sales communication.

We operate on four foundational principles:

The best salespeople are the best communicators.
Don’t practice selling on customers; practice on ourselves.
Sales managers don’t just manage; they train, teach, and get involved.
A culture of continuous improvement.

B2B, B2C, SAAS, Home Improvement, Medical, Enterprise, Manufacturing — you name it — we’ve worked in various industries around the world to improve sales cultures and dramatically increase closing rates, revenue, and more. Because our sales frameworks are principle-driven, they apply well to industries across the board.

Watch the Benefits & Expected Outcomes

When your team masters the skills in our sales coaching & training program, they’ll experience all of the following:

A culture of continuous improvement
Sellers who are seen as trusted advisors
More confident sellers
Increased sales team member retention
More effective sales leaders
Deals that close faster
Better sales & revenue numbers

“The overall benefit is taking a group of people from where we were at and just continuously building on, getting better, and putting new processes in place.”

“We’ve increased our close rate and created this culture of continual improvement so that I, as the sales leader, have more tools to work with our team to improve what we’re doing.”

What's Included in Sales Coaching?

Coaching for Sales Leaders

Monthly coaching with your sales leadership to discuss successes or set-backs, identify trends, review feedback, and role-play scenarios to guide your sales team to success.

Direct Coaching for Sales Team

Bi-weekly coaching with your sales team to discuss and address the challenges they’re facing in the current moment.

Sales Process Development & Optimization

You’ll get a fresh perspective on all the strong, as well as the weak, areas of your sales process, and adjustments will be made accordingly.

Call Reviews

We’ll analyze sales calls, identify key improvement areas, offer direct feedback, and discuss relevant issues in group sessions. Additionally, we'll help you fine-tune your call review processes and cultivate a culture of peer feedback.

Role Plays

Coaching sessions feature role-plays to rehearse sales calls, apply key communication principles, and drive weekly improvement. We'll equip you to lead impactful role-plays, fostering self-reliance without sole dependence on external coaching.

Watch the Sales Training Topics Overview

We understand each organization is unique in their overall sales process, as well as the types of selling they actually do. With this, we are able to provide training in the following areas:

Sales Communication

Your team will master the principles of world-class sales communication helping them to proactively address prospect concerns, instill urgency and action, navigate complex sales situations, and exude confidence and authority.

Assignment Selling

As highlighted in the book "They Ask, You Answer," your team will learn how to leverage marketing content throughout the sales process in order to educate buyers ahead of sales calls, improve lead quality and accelerate the sale.

1-to-1 Video

Your team will learn to “humanize” their email outreach to prospects by embracing 1-to-1 video technology resulting in higher inbox visibility, and more educated prospects.

Virtual Sales

You’ll master on-screen performance and learn how to best present yourself and messages when conducting sales meetings via video chat (virtually).

Product Demos

You’ll learn how to run more effective product demos that use powerful discovery questions (instead of a pitch) to help prospects move to the next step.

“We have grown our market share by doing the things that we’ve been learning at IMPACT and with our sales coach, and because of that, our business has been much better protected from the downturn that our industry is going through.”

“The biggest skill the team improved was using questions to be genuinely curious about clients, to help them feel understood.”

“The biggest thing we gained is being very curious: don’t be afraid to ask questions, continue to stay engaged. And throughout that process, own the meeting, own the call; we are the ones in control of where we want the call to go and how it should be structured.”

Watch the Process

Book a Call With an IMPACT Coach

You’ll speak directly with one of our coaches. You’ll be able to assess the coach’s fit to work with your team, and we’ll make sure we can provide the value you’re looking for.

Book a Call With an IMPACT Coach

Kickoff and Planning

Once an agreement is signed, we'll collaborate with your sales leadership to assess your current sales process, offering recommendations and aiding in initial workshop preparation.

Initial Workshop (Virtual)

Together, we'll unify your sales organization around the program's what, how, and why, eliminating resistance and setting a tone for quick wins out in the field.

Training & Continuous Improvement

Your coach will train your team, analyze sales calls, and facilitate coaching sessions with sales leadership – dynamically adapting the program to target your organization’s key needs.

What Formats Will Be Used for Coaching & Training?

We use a mix of virtual, in-person, independent, and collaborative learning mediums to coach and train your team. This includes:

Virtual Coaching and Training

Virtual, bi-weekly hour-long coaching sessions, with in-person options (as needed). These sessions include role-plays, communication training, and sales call reviews.

Workshops and Immersive Training

Hands-on, immersive training that is tailored to the specific needs and challenges of each client (offered as needed, virtually or in-person).

Online Learning, Tools, and Assessments

Our training programs are supported by online learning modules, tools, and assessments that reinforce key concepts.

Our program requires an initial commitment of six months.

This duration is based on our experience that at least six months is needed to fully experience the program's benefits through training, feedback, and continuous reinforcement. Most organizations choose to continue their journey with us beyond this period.

Who Will I Be Working With?

You'll be aligning with a coach who fully grasps the challenges you confront daily. Just like you and your team, they too are responsible for closing deals and managing their own book of business; they don't merely instruct, but also 'walk the walk.'

Most importantly, all IMPACT coaches are proficiently trained in the art of coaching sales professionals. They know exactly how to pull the right levers to help you and your team unlock your utmost potential.

Chris Duprey

Chief Customer Officer

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Allison Riggs

Head Coach

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How much does sales coaching & training cost?

The cost of our programs range, depending primarily on the needs and the size of the organization.

On average, a typical client invests around $10,000 per month. Some invest more or less, depending on their specific requirements and the scale of their operations.

Larger organizations, particularly those with hundreds of sales representatives, generally invest between $25,000 and $50,000 per month. This higher investment reflects the broader scope and depth of training required for larger sales forces.

In addition to the monthly investment, there is a one-time, $10,000 commitment fee at the beginning of our engagement. This commitment fee includes an IMPACT+ for Business membership which provides your entire team access to a comprehensive suite of courses and training tools that our coaches utilize throughout the program.

What results can I expect?

Regarding your organization, assuming you follow our program as outlined by your coach, you can expect to see a 5-10% lift in closing rates within the first six months across your entire team. Furthermore, a high percentage of our clients see a 10-25% reduction in the “average time to close” a deal.

“The ROI is 100% there.”

“I am a different salesperson with different sales tactics. I’m closing more business compared to a year ago. The numbers are there. I’m more confident as a salesperson.”

“Our market share is growing.”

“Even though the property market in New Zealand is in decline, our numbers are better than anyone else’s in the industry.”

“It's been worth it in the long-term.”

“It has been worth it to invest what we’ve needed to invest with IMPACT in order to catalyze and change the culture of our team to one of continual improvement.”

Watch Are We The Right Fit?

At IMPACT, we focus on mastering essential sales communication skills, empowering your team to lead conversations and impress prospects.

Our program may be a good fit if you're grappling with:

Low close rates
Extended deal closure times
Failing to win deals you should have won
Costly mistakes made by your team
Absence of a feedback-focused sales culture

Are we the right fit for each other?

We understand that our coaching style may not suit everyone. The companies that do thrive within our program:

Are led by aspirational sales leaders committed to hard work
Invest in their team’s success and training
Hold their teams accountable
Value constructive feedback and practice for sales excellence

If this sounds like you, our program may be the perfect match.

Results & Success Stories

Opes Market Share Continues to Grow, Despite the Property Market Decline

Opes Partners is a New Zealand-based property investment company.

Challenge

Opes didn’t have a formal way of training their sales team. As a result, the team lacked confidence. Because of this, when the sales team communicated with potential clients, they failed to address true client needs with language that spoke to the buyer — creating long and frustrating sales meetings.

Solution

Opes hired a sales coach to help them learn how to run more effective meetings, ask better questions, and guide their customers with authority and value. Because they were able to do this remotely, they were able to gain access to excellent coaching services with minimal disruption of their daily tasks.

Result

Through this coaching, they drastically increased their confidence, resulting in reduced meeting times that were simultaneously more productive. This change of pace set them up to build trust with their buyers and move them forward with less stress, money, and time spent.

Dakota Sees an Uptick in Closed Deals and a Decrease in Sales Cycle Times

Dakota provides sales, marketing, and distribution services to investment firms.

Challenge

Although Dakota had an incredibly strong sales team, they struggled to move clients through the sales process efficiently. Thus, they resorted to aggressive tactics — forcing sales and pushing clients with a haphazard and confusing sales process that was ultimately losing the business money.

Solution

As their sales team moved throughout the sales training process, they learned to slow down, get to know their buyer, take initiative to lead meetings instead of force them, and generally provide value without any high pressure tactics.

Result

The Dakota team was able to refine their timing and focus to determine the correct fit clients that would WANT to buy from them. This generated a significant uptick in closed deals which had shorter cycle times, happier clients, and more confident salespeople.

Lamont Bros. Increases Close Rates and Develops Culture of Continuous Improvement

Lamont Bros. specializes in residential remodels and renovations.

Challenge

Lamont’s sales team had already been around the block a few times, but they knew there was more to improve upon. They wanted consistent and cohesive training that allowed them to learn the skills needed to listen, ask questions, and help their buyer create solutions that worked for everyone involved.

Solution

They underwent training that helped them learn to diagnose client pain points and lead them toward the correct solution. In doing so, they became guides within their industry who could quickly turn leads into actual clients.

Result

Their close rates increased, while the sales team developed an internal culture of continuous improvement. Having an outside perspective to help them pinpoint their issues allowed them to step outside their comfort zone and eventually become the coaches themselves without being reliant on IMPACT long-term.