Sales Coaching Curriculum

Part 1 - Sales Coaching to Support the Sales Process

Provides an approach to a long-term sustainable sales strategy. Shows how to increase the potential of each salesperson by capitalizing on strengths and minimizing weaknesses. Explores sales coaching techniques to enhance sales skills by focusing on the advantages of using joint calls and using role playing as a coaching tool.

Updated and Re-versioned: Aug. 2016

Part 2 - Sales Coaching to Sustain Sales Success and Motivation

Focuses on maintaining momentum and morale for sales staff by using different sales coaching strategies and reward programs. Stresses the importance of ensuring sales objectives are manageable and identifies the factors that affect the success of sales teams.

Updated and Re-versioned: Aug. 2016​

Learning Objectives

After completing Part 1: Sales Coaching to Support the Sales Process, students will be able to:

  • Identify the organizational sales structure of a sales team and each level's corresponding sales strategy
  • Describe the sales coaching process and the techniques used to achieve sales goals 

After completing Part 2: Sales Coaching to Sustain Sales Success and Motivation, students will be able to:

  • Match sales and coaching strategies based on job function
  • Implement reward and recognition programs to motivate staff
  • Coach individuals and team members to support the achievement of organizational goals​ 


Personnel responsible for leading a bank's sales team or sales campaign.

Course Credits

ABA Certificates​: This course applies to the following ABA Certificates:
​Questions? Please contact for more information.

 Benefits of Self-Paced Training

  • Ultimate flexibility
  • Quizzes to support learning
  • Mobile format available

 Registration & Pricing


Individual Purchase:
ABA Member • $95
Non-Member • $130

Purchase for a Team:
To license this course to your bank for multiple learners, please contact ABA Training.


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