Institute of Commercial Management · RQF Level 6
IOCM Level 6 Graduate Diploma in Sales Coaching
You don’t just earn this. You learn to use it, one-to-one, on your own real work.
- LevelRQF Level 6
- Total credits75
- Guided learning299 hours
- Units in this qualification8
Awarded by Institute of Commercial Management · on the Ofqual register
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See how this course maps onto your role
Ten quick questions, one per Future Fluency, asked against this qualification rather than a generic one.
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What you’ll learn
What each unit actually teaches you to do
Aimed at individuals in sales coaching roles, this Level 6 qualification develops understanding of professional sales processes. Learners will explore barriers to sales performance and the attributes of an effective sales coach.
These are the units Institute of Commercial Management registers against this qualification. It is a catalogue, not a syllabus. Which of them you take depends on the combination the qualification requires, and that is set by the awarding body rather than by us. Every unit here is regulated, and every one you earn is yours to keep.
Barriers to sales performanceReal unit · Institute of Commercial Management
What you'll be able to do
- Understand common barriers to sales performance, such as lack of motivation, inadequate training, and poor communication.
- Identify barriers to sales performance through data analysis, observation, and feedback from the sales team.
- Analyse the underlying causes of poor sales performance, considering internal and external factors.
- Evaluate different strategies to overcome barriers to sales performance, including training, coaching, and process improvement.
- Understand the impact of motivation on sales performance and how to foster a positive and motivating work environment.
Developing rules for the sales teamReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the importance of establishing and maintaining clear rules for a sales team to ensure consistent performance and ethical conduct.
- Develop clear and concise rules that are easily understood and applied by all members of the sales team.
- Communicate rules effectively to the sales team, ensuring that everyone is aware of their responsibilities and expectations.
- Monitor compliance with rules, identifying and addressing any deviations or violations.
- Evaluate the effectiveness of rules in achieving their intended objectives, making adjustments as necessary to improve their impact.
Differences between sales coaching and other management disciplinesReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the fundamental principles of sales coaching, including its purpose, benefits, and key elements.
- Know the key differences between sales coaching and other management disciplines, such as directing, delegating, and controlling.
- Differentiate coaching from mentoring, recognising the distinct roles and approaches of each.
- Understand the role of performance management in the sales coaching process, including setting goals, providing feedback, and measuring results.
Professional processes in salesReal unit · Institute of Commercial Management
What you'll be able to do
- Understand professional sales processes, including lead generation, qualification, presentation, negotiation, and closing.
- Know the legal and ethical requirements in sales, including data protection, consumer rights, and fair trading practices.
- Manage sales information effectively, using CRM systems and other tools to track leads, opportunities, and customer interactions.
- Develop sales strategies that align with the organisation's overall business objectives and target market.
Sales coaching in actionReal unit · Institute of Commercial Management
What you'll be able to do
- Understand a range of sales coaching techniques and strategies that can be used to improve individual and team performance.
- Apply sales coaching techniques in practice, working with sales professionals to identify areas for improvement and develop action plans.
- Evaluate the effectiveness of coaching interventions, measuring their impact on sales performance and identifying areas for further development.
- Adapt coaching approaches to meet the individual needs and learning styles of different sales professionals.
Sales coaching within an organisational contextReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the role of sales coaching within an organisation, including its contribution to achieving strategic objectives.
- Know organisational sales strategies and how coaching can support their implementation.
- Understand the impact of organisational culture on coaching, including the importance of creating a supportive and empowering environment.
- Align coaching activities with organisational goals, ensuring that they contribute to overall business success.
Selling your role as a coach to the sales teamReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the benefits of sales coaching for both individual sales representatives and the overall sales team performance.
- Communicate the value of coaching to sales representatives and management, highlighting its impact on skills development and sales results.
- Promote coaching to the sales team, addressing potential resistance and creating a culture of continuous improvement.
- Address concerns about coaching, such as time constraints, lack of confidence, and fear of criticism.
The attributes of an effective sales coachReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the key attributes of an effective sales coach, including empathy, active listening, and the ability to provide constructive feedback.
- Know different coaching styles and techniques, such as motivational interviewing, performance coaching, and skills-based coaching.
- Demonstrate effective communication skills, including questioning, listening, and providing clear and concise feedback.
- Build rapport with the sales team, creating a trusting and supportive coaching relationship.
The honest bit
You’ve started things before
Most courses were built for a room full of people who aren’t you. A cohort moves on whether or not your week allowed it, and by the third week the thing you’re behind on becomes the reason you stop opening it.
There’s no cohort here, and no timetable to fall behind. Before anything starts, Zavmo asks when you’re sharpest and how long you can realistically sit down for, then builds the sessions around those answers. A bad fortnight changes your pace. It doesn’t put you behind.
And you only pay once you start learning. Searching and planning are free, and you can cancel any time — so the cost of finding out is an afternoon, not a year.
Your passport
Every credit is a stamp you keep
Level 6 credits are regulated. They don’t vanish when a subscription ends or a website closes. They travel to any employer, and Zavmo keeps the map of what you’ve earned and what’s next.
Each stamp is a real unit registered against this qualification.
Who’d teach you this
The Evidence Evaluator
Assessor
Helps you show what you can actually do, gathering the evidence that proves it as you learn.
Meet all twelve tutorsWhere this connects
Where these credits take you
A qualification is never a dead end here. See the jobs its credits open, the national occupational standards its units map to, and the future skills they quietly build.
Where this can lead
Sales Coaching Manager
Your journey here is about building a legacy of high-performing sales talent. Whether you choose to climb the leadership ladder within Sales Enablement, move back into direct sales leadership, or even transition into a broader executive role, the foundations you build here will set you up for significant long-term success. We're excited to see where you take it.
See the whole journey →Showing 6 roles, drawn from 42 job records mapped to this qualification.
How you’ll actually learn this
One-to-one, on your own real work
A qualification is usually something done to you: sit the class, sit the exam, hope it sticks. Here it’s the opposite. You learn it one-to-one with a companion, on your own real work, and you keep going until you can use it, not just recall it.
Applied to your work in any of these jobs
Learners will explore common barriers to sales performance, analysing causes such as lack of motivation and poor communication. The unit enables learners to evaluate strategies to overcome these barriers and understand the role of motivation in enhancing sales outcomes.
- Remember
- Understand
- Apply
- Analyse
- Evaluate
- Create
Built for IOCM Level 6 Graduate Diploma in Sales Coaching
8 units in this credential, in the order it lists them, awarded by Institute of Commercial Management.
- Barriers to sales performance
- Developing rules for the sales team
- Differences between sales coaching and other management disciplines
- Professional processes in sales
- Sales coaching in action
- Sales coaching within an organisational context
and 2 more in the full unit list below.
One to one, not one to many
No two people run this the same way
A course is written once and handed to everyone. This is assembled around you, and keeps changing as it learns you. Five things it reads, and what each one changes.
- Your actual work Every unit is taught against a live piece of your own work, not a worked example from a textbook.
- What you already know The first conversation finds your starting point, so you skip what you can already do and spend the time on what you cannot.
- The conditions you learn under Not a learning-styles quiz. The evidence does not support those. The dimensions the research does back, read once and used to shape the plan.
- How far you got last time It picks up mid-thought. The tutor knows what you said, what you struggled with, and what it asked you to try.
- Which tutor suits the moment Twelve of them, each for a different kind of thinking. The one who walks you through a first idea is not the one who stress-tests it.
See how you learn, free. Eight questions, no sign-up. A directional taster; the diagnostic inside Zavmo goes deeper and keeps adapting.
Why it sticks
Most courses stop at remembering
There’s a well-known ladder of how deeply you learn something, called Bloom’s Taxonomy. Most courses get you up the first two rungs: you remember some facts, you pass a test, you forget it. Real skill lives at the top. Judging, deciding, creating. And this isn’t a generic ladder: every rung has a named Zavmo tutor who walks you up it.
- 6CreateThe Creative Catalyst
- 5EvaluateThe Evidence Evaluator
- 4AnalyseThe Analyst
- 3ApplyThe Coach
- 2UnderstandThe Connector
- 1RememberThe Builder
Where most courses leave you Where Zavmo takes you
The value
Why the companion is worth £70 a month
You’re not paying for the units. They’re regulated, and the same wherever you earn them. You’re paying for the one thing that decides whether you actually get there: a companion that makes them stick, on your real work.
That is one-to-one on this qualification, every day, on the work you already do, for £70 a month. Your first module is free, so you can see the teaching before you pay for any of it. Billed monthly, cancel any time and billing stops.
Earned on your own work, taught to the top.
Everything you just read, learned one-to-one on the job you already do. Your first module is free, so you can see the teaching before you pay for any of it.
Build my plan, freeNo card. See how this qualification maps onto your role and meet the tutors who’d teach it, free. The learning begins when you subscribe. It’s £70 a month, billed monthly. Cancel any time and billing stops.