By Vozah Editorial·Last updated November 8, 2026

Sales Coaching Plan Template With a Worked Example

A sales coaching plan turns one call review into a dated commitment: the specific behavior to change, the evidence behind it, the drill that will build it, who does what by when, and how you will check whether it changed. This page gives you an editable template for that plan, a fully worked example and instructions for each column.

What is in the template

Each plan row has the same thirteen columns: skill gap, baseline evidence, baseline measure, target behavior, chosen drill, cadence, owner, next coaching action, due date, review date, observed change, status and a row number. Status and Owner are drop-down lists, so a team using the same file can filter consistently.

How to fill in a sales coaching plan

The steps follow the observe, diagnose, practice and reinforce loop described in the sales coaching guide for managers. The template adds the fields that make that loop checkable later.

1. Review real evidence. Listen to or read at least two recent calls or practice sessions. Write down timestamps and short quotes. One bad call is an anecdote; the same moment on several calls is a pattern.
2. Pick one to three gaps. Write each as a behavior you can see or hear, such as "ends discovery without a dated next step." Avoid traits such as "needs more confidence," because you cannot re-measure them.
3. Record a baseline you can repeat. Count how often the behavior happened in the calls you reviewed, for example "1 of 4 calls." At review you will count again, the same way.
4. Choose a drill that matches the gap. Rehearse the moment with a roleplay, let the rep hear a model by shadowing a peer, or fix the words by rewriting the talk track. Name the exact scenario or prompt.
5. Set cadence, owner and dates. Every row needs an owner, one next action, a due date and a review date. Rows without dates tend to disappear between 1:1s.
6. Review on the date you set. Check new calls with the same yardstick as the baseline and fill in "Observed change." "No change" is a valid and useful entry.
7. Close, carry over or drop. Set the status, and log the session on the review log so the next plan starts from evidence rather than memory.

Worked example: a fictional mid-market AE

Hypothetical example. Jordan Lee, Sam Ortiz, the calls, quotes, counts and dates below are invented to show how a completed plan reads. They are not customer data or results.

Sam, a sales manager, reviewed four of Jordan's recorded discovery calls before their weekly 1:1. Two patterns appeared on most calls, so the plan has two rows.

Header

Row 1: next-step clarity

Row 2: discovery depth

Notice what the example does not do. It does not claim a revenue result, and the observed change is measured the same way as the baseline. A plan that only says "improve discovery" cannot be reviewed; "0 of 4 calls included an impact question" can.

How to choose the drill for each gap

For question wording, the coaching questions for sales managers article has prompts you can use in the 1:1 itself. For skill-specific practice, the discovery call guide and objection handling guide give drill material you can paste into the "Chosen drill" column.

Coaching plan vs scorecard vs the in-app plan

These three are easy to confuse, so it helps to keep each one to its own job.

The in-app plan is generated from the lowest-scoring dimensions across a user's recent scored sessions in Vozah (practice calls, plus uploaded call recordings on paid plans) and suggests matching drill scenarios. It is useful for a rep working on their own. It only sees sessions scored in that user's account, and it does not record a manager's evidence, deadlines or review. The template covers that manual follow-through. Nothing in the spreadsheet connects to or syncs with the app.

If you lead a team, the sales manager page explains how practice sessions can feed the evidence column. If a rep needs a place to rehearse the drill between 1:1s, AI sales roleplay is one option alongside peer roleplay.

Common mistakes the template is designed to prevent

• No baseline. Without a count from real calls, the review turns into opinion. The baseline measure column forces a number you can repeat.
• Too many gaps. A plan with six priorities rarely changes any of them. Keep to one to three rows and carry the rest over.
• Drills that do not match the gap. Re-reading a talk track does not help a rep who freezes when a buyer pushes back. Match the drill type to the gap type in the table above.
• No owner or date. "Work on next steps" has no owner. "Jordan books two drill slots by Nov 12" does.
• Reviewing practice instead of calls. Practice is where the behavior is built. The observed change should come from new real calls or a comparable fresh session, measured the same way as the baseline.

Download and next step

Open the file, duplicate the "Coaching plan" sheet for each rep, and fill in the first row from the last call you reviewed. Then put the review date in your calendar.

Related resources

• Sales Coaching Guide for Managers, the observe, diagnose, practice and reinforce loop
• Sales Rep Scorecard Template, for evaluating calls before you plan
• Coaching Questions for Sales Managers, for running the 1:1
• Sales Call Score Calculator, a browser-based call rubric