Introduction

Ever wonder what separates a great sales team from the rest? It’s not just luck or talent—it’s a commitment to growth. That’s where sales training and sales coaching come into play. But let’s be honest: these terms often get used interchangeably, even though they mean very different things.

In this article, we’re unpacking the real differences between sales training and coaching, why they’re both crucial, and how to get the most out of each. Ready to take your sales team to the next level? Let’s dive in.

What is Sales Training?

Think of sales training as the first big step. It’s structured, organized, and designed to teach the “what” and “how” of selling. From product knowledge to prospecting techniques, training gives your team the tools they need to succeed.

Here’s what sales training typically looks like:

• The Goal: Build essential skills and confidence.

• The Setup: Group sessions with a focus on universal skills like product pitching, overcoming objections, or navigating your CRM.

• The Timing: Short bursts—think onboarding sessions or occasional workshops.

Training is great for getting everyone on the same page, especially when you’re bringing on new hires or rolling out a new strategy. But while it’s foundational, it’s not the whole story.

What is Sales Coaching?

If sales training is the “what,” then sales coaching is the “why” and “how it fits for you.” It’s an ongoing, personalized process that focuses on refining skills and improving individual performance. Coaching isn’t just about skills; it’s about behavior, mindset, and real-world application.

Here’s how coaching works:

• The Goal: Bring out the best in each rep, helping them perform at their peak.

• The Setup: One-on-one sessions tailored to address each rep’s specific challenges and strengths.

• The Timing: Continuous and adaptive, with regular check-ins and feedback.

Coaching is where sales reps learn to apply what they’ve been trained on in their day-to-day work. It’s personalized, dynamic, and focused on helping your team grow beyond their limits.

Key Differences Between Sales Training and Sales Coaching

Both training and coaching are essential, but they serve very different purposes. Here’s how they compare:

1. Purpose

   • Training: Focused on building foundational skills and knowledge.

   • Coaching: Helps refine those skills and adapt them to real-world challenges.

2. Format

   • Training: Group-based, often using standardized content.

   • Coaching: Personalized, one-on-one, and tailored to individual needs.

3. Duration

   • Training: Short-term, delivered during onboarding or periodic refreshers.

   • Coaching: Long-term and continuous, designed to evolve with your team.

Why You Need Both to Succeed

So, what’s the verdict? It’s not about picking one over the other—it’s about finding the right balance.

• Training builds the foundation. Without it, your reps wouldn’t have the tools they need to do their jobs. It’s like learning the rules of the game.

• Coaching keeps the momentum going. It takes those foundational skills and hones them, addressing challenges as they come up and helping reps stay sharp.

Together, training and coaching create a powerful cycle of learning and improvement. Your team doesn’t just learn—they thrive.

How Solidroad Can Help

Here’s the good news: Solidroad makes it easy to balance both. With tools designed for structured training and ongoing coaching, you get the best of both worlds. Whether you’re onboarding a new hire or helping a seasoned rep level up, Solidroad has you covered.

Our platform combines training modules with coaching features like performance tracking, goal setting, and real-time feedback. It’s everything you need to build a team that’s always learning and improving.

Summary

Sales training and coaching aren’t interchangeable—they’re partners. Training gives your team the skills they need to start strong, while coaching helps them keep growing. When you use both effectively, the results speak for themselves: a motivated, high-performing sales team ready to hit their goals.

With Solidroad, you get the tools to do it all—better training, smarter coaching, and a sales team that’s ready for anything.

FAQs

What’s the biggest difference between coaching and training?
Training focuses on building skills, while coaching is about refining and applying those skills over time.

Do I need both sales training and coaching?
Absolutely! Training lays the groundwork, and coaching helps your team grow and improve continuously.

How does Solidroad’s platform help with coaching and training?
Solidroad integrates training modules and coaching tools in one easy-to-use platform, making it simple to support your team every step of the way.

Can coaching replace training?
Nope—they work best together. Training gives reps the “how,” while coaching helps them figure out the “why” and “what next.”

Ready to see Solidroad in action? Schedule a demo today and start building a sales team that’s always improving!