Sample Sales Coaching Plan

Sales coaching plan

1. Current problems The following are the current problems within the team which need to be addressed to achieve targets:
- Slow distribution capacity
- Operating expenses
- Lack of training
- Team leader’s objection regarding his monitoring and training responsibility
2. Conceptual challenges Essentially, most of the problems which the team is facing now are most concerned with lacking of knowledge, training or experience with machinery and such. However, another existing challenge would would pose a problem is that the team leader unprofessional attitude and professionalism.
3. Coaching key areas - Machinery operation and safety procedure.
- Scientific management principle
- Vision and goals of the organisation
- Expenses control related activities
- Responsibility, mindset, professionalism and management training (for team leaders only)
4. Accountability As an operation manager, my responsibility shall be ensuring all team members and responsible personnel attend coaching session and receive adequate training and coaching session. Discussion with the HR department in regard to details of the training program shall be held once this coaching session has been approved by the senior management and the associated budget of it. Additionally, i will also discuss with the finance team in terms of budget allowance for a variety of incentive scheme in order to motivate workers and team leaders, thus potentially leading to increased efficiency and voluntary self-development.

Performance management plan

Reference from coaching session plan Key Result Area Key performance Indicator By when Status report
To increase distribution capacity and reduce operation expenses, a variety of training will be conducted accordingly To increase distribution capacity - Machinery training

To reduce operation expenses - wastage and spoilage training

To increase productivity - basic scientific management training Distributed goods volume

Spoilage rate

Wastage removal expense

Productivity per labour cost In 3 months

In 1 month

In 2 months
Professionalism and clear responsibilities awareness To inform and engrave the sense of responsibility for team leaders Team members training reports

Supervision reports In 3 months

In 2 months

Recommendations

There is a possibility that the ideal performance targets were reached due to other reasons apart from personnel itself. Thus it is advisable that the operational managers implement the following two recommendations:

1. Implement coaching session for both the team

This approach aim to improve performance in terms of human resources management and training. As it has been explained above as well as it being quite self-explanatory, employee performance targets not achieved could be primarily and simply be due to lack of experience, knowledge, awareness and motivation. Coaching session aims to resolve the problem by first tackle this primary potential cause.

2. Bottlenecks

A common factor that could have been the cause to the performance result could have been resources constraint. It is not unusual for product distribution to be delayed due to constraint in various departments involved in the process. Thus it is advisable that operational managers should either personally handle the supervisory tasks or hire an external production consultant to do an analysis on flow of the operations in order to find out whether if this could the root of the problem.

Note: There is also a third possibility of the problem being caused by both mentioned factors, and a fourth possibility that neither of them are the cause. Regardless, implementing both recommendation will be able to provide more information for further analysis.