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Some teams don’t struggle with coaching because they lack skill.
They struggle because they lack rhythm.

After activating coaching in the sales call, the next step is to enable it.
Not with a generic checklist or occasional reminder, but with real, repeatable structure.

In many client organisations I work with, Sales Managers genuinely want to coach.
They’ve been trained.

They know what good sounds like.
But they’re stuck juggling meetings, KPIs, urgent firefighting, and admin.
So coaching becomes a wish list item, not a routine.

This is where most coaching cultures quietly break down.
Good intent, but no rhythm to carry it forward.

From “Once in a While” to “Built into the Flow”

Most coaching only happens when there’s a problem.
That’s reactive coaching. It often feels like fixing.
But what if coaching was already part of how things get done?

That’s what we help Managers shift toward.
It starts with a simple tool: the Field Coaching Form.

It’s not a performance review. It’s a real-time reflection tool.
Used right after sales calls, it helps the Coach and Coachee observe, log, and learn from what just happened.

It guides the conversation through:

  • What was done well and why it worked.
  • What could be improved with examples.
  • Agreed learning actions with a timeline.
  • A space for coachee feedback.
  • And the next coaching date to lock in rhythm.

The best part? It doesn't overwhelm.
It gives structure without formality.

Equip Managers with Tools They’ll Actually Use

A lot of coaching initiatives focus on why coaching matters.
But what Managers really need is the how.

That's why we give them:

  • The Field Coaching Form for in-the-moment observation.
  • One-question reflection prompts.
  • Monthly rhythm planner.
  • Coaching trackers that plug into existing team reviews.

These tools help Managers show up better, not work harder.
Because great coaching doesn’t need to be long.
It needs to be consistent.

Quiet Support, Not Extra Meetings.

Some Managers won’t say they need help.
So we build support into their existing business rhythm.

We might sit in on commercial team meetings, coaching check-ins, or even tag along during a few customer visits.

Not to evaluate, but to gently prompt reflection like:
“What have you noticed about how your team’s sales conversations have shifted this month?”

No pressure. No reports.
Just quiet enablement that keeps things moving.

Conclusion: Rhythm Makes It Real

Coaching doesn’t become a culture through slides or slogans.
It becomes real when it fits the flow of work.

The Enable stage of the Sales Coaching Ecosystem™ builds that rhythm.
It connects behaviour with learning, one coaching moment at a time.

Want the actual tools to make this work?

The Field Coaching Form and a full walkthrough will be included in the Enable in Action LMS micro-module. You’ll be able to download it, customise it, and bring rhythm into your own team.
(Link coming soon)


Next up in the series: Reinforce in Action: how to make coaching stick across time, not just across slides.

About the Author

Simon is the ICF-Professional Certified Coach (PCC), Certified Trainer, Facilitator, Coach Trainer, and Food Service Specialist. He specialises in business selling, leadership development, and coaching culture building.

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