A Winning Sales Coach

5 Characteristics of a Winning Sales Coach

Navigating the world of sales coaching can often feel like a relentless quest. You’ve faced challenges, scaled peaks, and maneuvered through troughs in your business journey. And in this odyssey, you might’ve often wondered: what truly differentiates an average sales coach from a remarkable one? 

Well, it’s not just about teaching the sales playbook or motivational pep talks. 

Let’s unearth these game-changing characteristics together. Characteristics that are not just theoretical, but packed with actionable insights to supercharge your sales game. 

So, are you ready to discover what sets the elites apart? Because what’s about to unfold might just redefine how you perceive sales coaching.

Unwavering Commitment to Lifelong Learning

In the fast-paced world of business, stagnation is the silent killer. While it’s tempting to rely on tried-and-true methods, the truth is, the sales terrain is continuously shifting. Remember those sales strategies that were all the rage a few years ago? They’re likely outdated now. So, what’s the defining line between an average sales coach and a transformative one?

It’s their relentless drive for knowledge.

For the elite sales coach, learning never ends. They don’t just provide training sessions based on old PowerPoint slides or recycled materials. Instead, they are always on the hunt for the latest techniques, innovative platforms, and groundbreaking strategies. It’s not merely about keeping up with the Joneses; it’s about staying a lap ahead.

You see, while most coaches might attend the occasional workshop, the best invest substantial time in continuous education. Whether it’s certifications, courses, or engaging with thought leaders in the industry, they are perpetually filling their knowledge reservoir. This commitment isn’t just beneficial for them but is a direct boon for you. Why? Because when your coach is ahead of the curve, so are you.

But this isn’t just about knowledge acquisition. It’s about application. The best coaches not only equip themselves with new insights but translate them into actionable strategies tailored for your business. This ensures that when competitors are scrambling to adapt, you’re already implementing, always a step ahead, and seizing market opportunities. 

Empathy in Sales

When you dissect the mechanics of sales, it’s tempting to get lost in the maze of numbers, targets, and projections. But at its core, sales isn’t just a game of figures; it’s profoundly human. This isn’t just a cliché, it’s the bedrock of sales that often gets overlooked. Let’s get real – your customers, your team, and even you aren’t led by numbers alone. Emotions, aspirations, challenges, and individual stories drive decisions.

So, what’s the secret weapon of top-tier sales coaches? Empathy.

Empathy isn’t just about understanding a surface-level need or wish. It’s about delving deep, uncovering the aspirations of a team, recognizing the unspoken challenges, and genuinely understanding the mindset that drives your business decisions. When a coach truly “gets” this, the strategies they craft aren’t just efficient; they resonate. It’s like they’ve walked a mile in your shoes and are now charting a course tailor-made for your journey.

Why does this matter to you? Because an empathetic approach to sales coaching ensures the strategies employed aren’t just generic best practices. They’re strategies forged from a deep understanding of your unique business DNA. The outcome? Not just improved numbers, but a sales strategy that feels right, that aligns with your team’s core values and aspirations, ensuring not just success, but satisfaction.

Motivation beyond Pep Talks

You might have been there: a high-energy team meeting, your coach rallying everyone with electrifying words, the room buzzing with energy. But fast forward a few days, and the spark is gone. Why? Because true motivation isn’t just about energizing speeches. It’s deeper, more enduring.

Now, what if your coach had a secret weapon, a toolkit bursting with advanced motivation strategies? Imagine strategies that go beyond the surface, ones that resonate with your team’s individual aspirations and goals. This is what top-tier sales coaches bring to the table.

First, there’s gamification. While it sounds techy, it’s a game-changer. By introducing elements of play into sales targets and processes, you’re not just working; you’re competing, achieving, and celebrating. This kind of approach makes even the mundane tasks feel rewarding. And when your team feels rewarded, they’re driven to push harder.

But that’s just the tip of the iceberg. Elite coaches understand the power of intrinsic motivation. Instead of dangling carrots (like bonuses or promotions), they tap into the deeper desires and values of your sales team. Whether it’s the thirst for mastery, the satisfaction of helping a client, or the joy of personal growth, they find it and fuel it. And when motivation comes from within, it’s not just a fleeting boost; it’s a burning flame that keeps going.

Now, think about the potential transformation in your sales results. When motivation is sustainable and deeply-rooted, your team doesn’t just hit targets; they shatter them. They’re not just working; they’re thriving.

Visionary Thinking for Sustainable Success

In the whirlwind of business, it’s easy to get caught up in the immediacy of short-term results. That next quarterly report? Yes, it matters. But if you’re always playing catch-up, forever chasing the next quick win, you’re missing the forest for the trees.

What’s the point of a sales strategy that only celebrates the short-term? Temporary spikes in your graphs? Momentary flashes of brilliance? You deserve more. Your business deserves a strategy that’s built to last, one that paints a bigger, bolder future. That’s where visionary thinking comes into play.

The elite sales coaches, the ones truly worth their salt, aren’t just here for your next quarterly report. They’re here for the marathon, not the sprint. Their eyes aren’t glued to the current sales figures; they’re gazing into the horizon. What do you want your business to look like in 5 years? How about a decade? They strategise for that future. And it’s not just about lofty dreams and far-fetched visions. It’s about practical, actionable steps tailored to your unique business journey. Whether it’s pivoting into a new market, scaling up operations, or cementing your brand’s legacy, these coaches have got your back.

The Continuous Feedback Loop

You’ve probably witnessed it yourself – a sales strategy that once worked wonders suddenly loses its magic touch. Why? The sales landscape is akin to a living organism; it constantly evolves. To counter this, elite sales coaches don’t just set a strategy and forget it. Instead, they keep their fingers on the pulse of every campaign, continuously fine-tuning based on real-world results.

Tapping into Real-Time Analytics

While many might rely on periodic reviews, the best coaches tap into real-time analytics. They employ tools and platforms that offer instantaneous data on how a strategy is performing. This way, you’re not just reacting to changes; you’re anticipating them.


Having real-time insights is one part of the equation; acting on them is another. Elite coaches ensure strategies are agile. If a particular approach isn’t yielding the expected results, they’re quick to recalibrate. This agility isn’t about random shifts but calculated, data-driven decisions that keep your team proactive.

Consistent Outperformance

So, what does all this mean for you? With a continuous feedback loop, your team becomes a dynamic force, adapting at the speed of market changes. The result? You don’t just meet targets; you consistently outperform competitors, ensuring your business remains at the forefront of your industry.

tony meredith business coach

Bio of Tony Meredith

Tony Meredith Coaching focuses on helping business owners Grow Sales, Increase Profits, and Regain Time. 

Tony Meredith Coaching started in 2018 and works with hundreds of small-medium businesses across Australia, in the areas of Services, Franchising, Retail, Manufacturing, and Trades.

Tony has over 25 years of experience working for some of the world’s largest corporations in a variety of senior sales and leadership roles.

Tony and his team provide a range of specialist business coaching sessions, including individual business coachinggroup business coaching, and online business coaching.

Contact Tony and his team if you want to grow an outstanding business.

Contact Details

Email:              info@tonymeredithcoaching.com.au

Phone:            07 3394 8221