Quick answer
What does a sales coach do?
A sales coach works one-to-one with you to improve how you sell, listening to your calls and fixing what is losing the sale. With Jenny Cartwright, coaching includes call reviews, rewritten scripts, objection role play and weekly accountability, on Zoom or in Sydney, at A$350 a session or four for A$1,200.
Who one-to-one sales coaching is for
Coaching suits anyone whose income depends on how well they handle a sales conversation, especially on the phone:
- New salespeople who want a proven structure from day one, so good habits form before bad ones set in.
- Experienced reps in a slump, who know how to sell but have lost their rhythm, or their nerve, on the phone.
- Business owners who have to sell, often with no sales training, and would rather spend less time dreading calls and more time talking to buyers.
- Sales managers who want to sharpen their own calls, or get clear on what a good call sounds like before they coach their team.
- Appointment setters and telemarketers working on one specific skill, such as openings or objections.
If several people in your team need the same help, in-house telesales training for your team is designed for groups. Coaching is for the individual.
What is the difference between sales training and sales coaching?
Training teaches a group a method. Coaching makes that method work for one person, on their own calls, with their own habits and blind spots.
| Compare | Sales training | Sales coaching |
|---|---|---|
| Who | A team or group | One person |
| Focus | A shared method and scripts | Your own calls and gaps |
| Format | 1 to 3 days, or 2 to 3 hour sessions | A series of sessions, often weekly |
| Best when | A team needs one consistent approach | You want personal feedback and accountability |
The two work well together. Owen Matheson combined a workshop with coaching before taking on commission-based selling. Here is what happened next, in his words:
I can't honestly thank you enough Jenny Cartwright. You really walk your talk. I had always been employed in salaried business development roles and had been quite successful. After your workshop and coaching and being equipped with such invaluable tools, I had to throw myself in the deep end and have a go at commission-based selling to really test my mettle. As you know, you were the first person I called when I cracked a $78,000 dollar sale over the phone. In the last 8 weeks I have pulled in over 200k in revenue for my clients of which all sales were closed over the phone. I have to thank you for that.
What happens in a coaching session
Each session is built around your real work rather than a generic lesson. A session might include:
- A call review. You bring a recorded call, or make one, and Jenny pinpoints the moment it started to slip.
- Script work. Jenny rewrites your opening, your questions or your close in words that sound like you.
- Objection role play. You practise answers to the objections you hear most until they come out calmly.
- A plan for the week. You leave with a few specific actions, such as a number of calls or one new opening to test.
- Accountability. The next session starts with what happened, so you keep going when it would be easier to stop.
Scripts get special attention. A good script sounds like a conversation, not a reading. Jenny helps you write one that guides you without making you sound robotic, then you practise it until it sounds like you on a good day.
You walk out knowing exactly what to say on your next call, so you make it sooner. That is where the real change starts: the quiet confidence of someone who has a plan and has already rehearsed it.
Can a sales coach listen to my calls?
Yes, and it is often the most useful part of coaching. It is hard to hear your own habits while you are on a call: the rushed opening, the question you forgot to ask, the moment you offered a discount before the customer asked for one.
Jenny reviews real or recorded calls with you, then shows you what to keep, what to change and the exact words to try next. Because she spent years making around 100 calls a day herself, her feedback is practical rather than theoretical.
If objections are your sticking point, Jenny's guide on how to handle objections on the phone is a good warm-up before your first session.
Sales coaching on Zoom or in person in Sydney
Coaching runs on Zoom anywhere in Australia or worldwide, or in person in Sydney. Sales coaching on Zoom suits phone sales particularly well, because you are coached in the same setting you sell in: at your desk, with your headset and your call list.
In-person sessions in Sydney suit people who learn best face to face. Zoom makes sales coaching available across Australia, from Perth to Hobart, and because so much of the work is listening to calls, it suits a screen well.
Distance is no barrier. Jenny has coached clients well beyond Sydney, including a client in Fiji who wrote:
I was fortunate enough to be trained by Jenny one on one via Skype from Fiji. Jenny's style of coaching was tailored to my individual needs and it really worked. Positive constructive support coupled with knowledge really helped me to succeed in my telesales appointment setting.
How much does one-to-one sales coaching cost?
One-to-one sales coaching with Jenny costs A$350 per session, or A$1,200 for a block of four, which saves A$200 on booking sessions one at a time.
Most people start with a block of four. Four sessions give you time to try new words on real calls, report back and fine-tune them, so the change sticks instead of fading after one good conversation.
What happens after that depends on your goal. Some people want help with one skill, such as openings. Others keep coaching going for months as a steady source of accountability.
Book a free 15 minute chat with Jenny to see whether coaching is right for you.
Book a free chatAccountability that keeps you calling
Knowing what to do is rarely the problem. Doing it every day, especially after a run of rejections, is harder. Weekly coaching gives you someone who expects to hear how your calls went, so you keep picking up the phone on the days you would rather not.
Jenny Cartwright helped me get to where I am today. I had a vision, an idea, I had the passion and the belief, but it stopped there. Without Jenny my business would not be live today. Her passion and know how kept me focused. Whenever I came across a hurdle she had the answers. Her sharp business acumen helped me resolve issues that on my own would not have known how. Jenny held me accountable from week to week and before I knew it I had launched my successful online business. I very highly recommend Jenny Cartwright to anyone that wants results. I have learnt how to leverage not only my money but my education as well. I would not be where I am today if it was not for her. Gratitude will never be a big enough word.
For people who struggle with call reluctance, that steady support can matter as much as any script. Jenny's article on how to overcome call reluctance explains where the fear comes from and what to do about it.
How to start telesales coaching with Jenny
Have a free 15 minute chat
Tell Jenny what you sell, who you call and what you want to change.
Choose a session or a block
Start with one session at A$350, or four for A$1,200.
Bring a call to your first session
A real or recorded call gives Jenny the fastest view of what to work on.
Practise between sessions
Use the new words on real calls and bring back what happened, good and bad.
Want to keep learning between sessions? Jenny's online telesales training and courses and her book Don't Get Hung Up! make good companions to coaching.