A 30-Minute Monday Sales Coaching Session

Thirty minutes is enough to work on one specific part of a sales conversation. Bring two short call passages, choose a question worth practising and leave the team with a clear action for the week.

The preparation matters. Select the clips beforehand so the session doesn't become a search through recordings.

Before Monday: choose the examples

Pick a situation that appears in several recent calls. Look for an example handled well and one that leaves room for discussion. Keep enough context to understand the customer's position.

Check the analysis against the recording. A flagged “missed next step” may turn out to be a sensible agreement to wait for procurement. Avoid presenting a score as a verdict on the rep.

Minutes 0–5: check last week's action

Ask what people tried and what happened. Use a recent example if one is available. If the approach didn't fit, find out why before adding another instruction.

For the first session, use this time to explain the situation you will work on and why you chose it.

Minutes 5–15: listen and discuss

Play the two passages. Ask what the customer needed, what the rep did and what else they could have asked.

Let the rep in the recording explain the context. Keep the discussion focused on choices people can learn from, rather than ranking colleagues in front of the team.

Minutes 15–25: practise

Work in pairs. One person plays the customer while the other tries a response. Swap roles and vary the customer's answer.

For example, if the topic is agreeing a next step, practise what to ask when a buyer needs a colleague's input. Encourage people to use words they would actually say.

Minutes 25–30: agree the action

Write down the behaviour and when to use it. “Ask who else needs to review the proposal before agreeing the follow-up date” is easier to apply than “improve closing.”

Agree how you will check it in later calls. Keep the action small enough for people to remember during the conversation.

Later in the week: review a few examples

Look for whether reps tried the approach and how customers responded. If the pattern hasn't changed, discuss the examples before deciding what to do next. The coaching may need adjusting or the team may need more practice.

Teneks Sales can help find relevant passages across recordings. A broader weekly deal-review routine gives the coaching session a place alongside pipeline work.