The Five Secrets of a Sales Coach

Hilmon Sorey & Cory Bray

Coaching is the activity that has the greatest impact on individual performance in a team setting, and that's especially true in sales. A sales coach observes performance, looks for gaps, and works to rapidly make an individual better. We have coached Salesforce, SurveyMonkey, Box and the highest performing teams on the planet. Coaching can transform sales reps at any level. We wrote this book as a management parable to allow us to most practically present the proven C.O.A.C.H. framework in a way that can be applied immediately without complexity.

About the Book

This time using a fictional tale to take direct aim at the challenge and inadequacy of sales coaching, Hilmon Sorey and Cory Bray (Triangle Selling, The Sales Enablement Playbook, Sales Development, Sales Playbooks: The Builder’s Toolkit and Hiring, Onboarding and Ramping Salespeople) bluntly and easily digestible format present their latest proven framework: C.O.A.C.H. And like those preceding it, The Five Secrets of a Sales COACH delivers on actionable fast-frameworks with immediate and lasting impact.

This time, Sorey and Bray present frameworks around the story of Arlo, a young sales manager in Silicon Valley trying to climb the rungs of management by building an effective team but suffering from inconsistencies and personal failure. As chance would have it he meets a powerful mentor who ushers him into the exclusive club of the most effective sales leaders by teaching him the C.O.A.C.H. framework.

A work of fiction built off of years of experience in coaching teams at some of the top sales organizations on the planet (Salesforce, SurveyMonkey, Box) - the book rings absolutely true today. Easy to digest and easy to apply, this book will immediately transform the performance of your team.

What you'll Learn

1. You’ll Learn How to Identify the Challenge

You can’t coach everything.  How do you go about identifying whichspecific things are going to have a measurable impact on the individual and thebusiness?  What type of challenge are youdealing with and how do you address it?

2. You’ll Learn the How to Create a CoachingCulture

The coaching relationship is based upontrust. That trust is built by observing 5 specific drivers of human behavior.Master those drivers and your sales culture will evolve.

3. You’ll Learn Why Most Coaching Fails

The fact is that few sales managersconsistently allocate time for coaching because of the scarce results they seefor their efforts. Once you understand why - you and your sales reps will renewyour commitment to brief, impactful coaching conversations.

Buy The book here

Download the eBook

Coaching Masterclass

Attend a 90-minute workshop on sales coaching methodology and application.

What others are saying

Hillmon and Cory did a great job on this one! By writing the book as fiction, instead of your typical sales textbook, the duo has been able to deliver great content in a fun format.Whether you're leading a team, trying to make the jump to manager, or a rep just looking for a new resource, 5 secrets has something for everyone.I would give it a 6/5 - 5/5 for the content and a bonus point for the original format! Keep 'em coming!
Scotty McComas
Absolutely fantastic. There’s plenty of writing about better ways to sell - but great front line management is the single best way to improve sales org results. This book is a fantastic primer on how sales managers can better coach their teams to success.
Peter Kazanjy
This book reminded me of Ken Blanchard's "One Minute Manager" in its use of story to convey powerful concepts... simply. This book is as entertaining as it is relevant and impactful. I've given it to every manager on my team as the framework we use for performance improvement across the sales team. Well done.
Mo Saifullah
This is another great addition to a list of books by Hilmon & Cory. This is a great book for anyone that is a leader and aspiring to become a leader. I recently read this book and I've already applied a lot of the advice to my team. there a alot of great books out on the market about coaching/leadership. I would recommend this book to everyone.
Yanosky Merzius
Most practical book I've ever read on sales coaching. Able to read and implement immediately. Highly recommend it!
Edward S.
So I have admit that I was a bit skeptical about the format being a fiction book for business. I can say after reading, it’s clear why they did it! The framework is presented in an easy way to understand and even easier to apply format. Definitely is a great book for anyone managing salespeople. Highly recommended!

Suggested Articles

Hilmon Sorey
How to Coach Salespeople on Building Rapport

If you’re looking for how to coach salespeople on rapport, you're trying to find a way to help your sales team close more deals.

Hilmon Sorey & Cory Bray
The Five Secrets of a Sales Coach

Coaching is the activity that has the greatest impact on individual performance in a team setting, and that's especially true in sales.

Your Privacy Choices