In order to create an effective coaching program, organizations should:

1. Assess current performance
2. Set objectives
3. Identify KPIs to measure success
4. Develop a coaching framework
5. Get buy-in from stakeholders
6. Train coaches on best practices
7. Leverage sales coaching tools
8. Measure and adjust over time

Coaching for sales performance should include several important elements:

1. Clarity on what needs improved
2. A mutually-shared goal for development
3. Established steps for success
4. Supplemental training and practice opportunities
5. Positive reinforcement