Sales coaching · one on one sessions with the team

Sales coaching is the object where a manager records individual sessions with each rep: subject, focus, agreed plan, notes and the date of the next follow-up. It moves the team's development out of notebooks and into a history you can look up, with a board by focus and by rep.

With nothing written down, the one on one turns into a loose conversation: nobody remembers what was agreed last month, the action plan disappears and the same problem comes back at the next meeting. The Sales coaching object fixes that by keeping each session as a record, with the focus you worked on, the plan you agreed and the date of the next follow-up.

Where it lives

Under the Sales menu, item Sales coaching. The default view is the board, grouped by Focus, and the list shows Subject, Rep, Coach/Manager, Session date and Status. Seeing the board by Focus makes imbalances obvious: if every session this quarter sits in the Pipeline column, nobody is working on prospecting or negotiation.

Fields on a session

• Subject: required, the theme of the session. For example: 1:1 - Q3 pipeline.
• Rep: required, the person being coached.
• Coach/Manager: whoever runs the session.
• Session date: when it is happening or happened.
• Focus: Pipeline, Prospecting, Negotiation, Closing, Product or Behavioral.
• Plan/goals: the action plan and the goals you agreed on. It is the most important field on the record, because it is what you hold people to in the next session.
• Notes: what was said in the conversation.
• Status: Scheduled, Held or Canceled.
• Follow-up: the date of the next check-in.

A full cycle

1. Open Sales, Sales coaching and click New.
2. Fill in Subject, Rep, Coach/Manager and Session date. Leave the Status as Scheduled.
3. During the conversation, pick the Focus and write the Plan/goals with commitments you can verify, with a number and a date.
4. Fill in the Notes with what was discussed and set the Follow-up date.
5. When you are done, change the Status to Held.
6. At the next session, open the previous record before creating the new one and start with a review of the plan you agreed on.

Limits and permissions

• Rep and Coach/Manager are text fields: you type the name. They are not linked to your user records, so they do not filter permissions and do not roll into per-user reports automatically.
• The record does not talk to quotas, commissions or performance. It is the diary of the sessions, not a calculation.
• There is no automatic reminder on the Follow-up date. If you want to be reminded, create an activity (a task) with a due date and link it to the session record.
• Who sees and edits depends on your role's permission on the object, set by the administrator in Settings. Since coaching notes tend to be sensitive, it is worth restricting the object to managers.

Common questions

• Why do I not see the item in the menu? The administrator may have removed the object from the menu, or your role has no read permission on it.
• Can I attach a recording of the conversation? Yes, use the record's attachments, just like on any other object.
• Should a canceled session be deleted? No. Change the Status to Canceled: how many sessions got called off is information too.
• Can I track how many sessions each rep has had? Yes, group by the Rep field in a list view or build a report on the object.

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