Institute of Commercial Management · RQF Level 7
IOCM level 7 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 7
- Total credits75
- Guided learning299 hours
- Units in this qualification9
Awarded by Institute of Commercial Management · on the Ofqual register
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What you’ll learn
What each unit actually teaches you to do
This IOCM Level 7 Diploma in Sales Coaching is aimed at individuals in marketing and sales who are responsible for coaching sales teams. The qualification covers sales coaching within an organisational context, including recruitment, training, and the design of sales game plans. Learners will understand the principles of sales coaching and its effective implementation.
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.
A holistic approach to designing a sales game planReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the core principles of developing a comprehensive sales game plan that drives revenue growth and market share.
- Analyse market opportunities, including identifying target customers, assessing competitive landscapes, and evaluating market trends.
- Develop effective sales strategies that align with market opportunities and organisational goals, including pricing strategies, distribution channels, and promotional activities.
- Implement a sales game plan effectively, coordinating resources, assigning responsibilities, and establishing clear performance targets.
- Monitor and evaluate sales performance against established targets, identifying areas of success and areas for improvement.
- Understand the importance of effective resource allocation in supporting the implementation of a sales game plan, including budget allocation, staffing levels, and technology investments.
Attributes and skills of effective sales coachesReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the key attributes and characteristics of highly effective sales coaches.
- Know the essential skills required for successful sales coaching, including communication, active listening, and feedback delivery.
- Demonstrate effective coaching behaviours, such as building rapport, setting goals, and providing support.
- Evaluate own coaching skills and attributes against established benchmarks and identify areas for personal development.
Converting theoretical learning into the reality of the workplaceReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the critical importance of applying theoretical learning to practical situations in the workplace to enhance skills and knowledge.
- Effectively bridge the gap between theoretical concepts and real-world application, ensuring that learning translates into tangible results.
- Apply theoretical knowledge in the workplace to solve problems, improve processes, and enhance performance.
- Reflect critically on practical experiences, analysing successes and failures to identify lessons learned and areas for development.
- Identify areas for improvement in both theoretical understanding and practical application, developing strategies for continuous learning and growth.
- Understand the common challenges encountered in the workplace and how to overcome them by applying theoretical knowledge and practical skills.
Design and implementation of sales team recruitment and selection processesReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the key processes involved in sales team recruitment and selection, from initial job analysis to final candidate onboarding.
- Know the legal and ethical considerations that must be adhered to throughout the recruitment and selection process, ensuring fairness and compliance.
- Design effective recruitment processes that attract a diverse pool of qualified candidates for sales roles.
- Implement robust selection processes that accurately assess candidates' skills, knowledge, and suitability for sales positions.
- Evaluate the effectiveness of recruitment and selection processes, identifying areas for improvement and optimisation.
Design and implementation of sales team training processesReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the importance of conducting thorough sales team training needs analyses to identify skill gaps and development opportunities.
- Know the different training methods available, including classroom-based instruction, e-learning, on-the-job training, and mentoring.
- Design comprehensive training programmes that address identified training needs and align with organisational objectives.
- Implement training programmes effectively, utilising appropriate resources and delivery methods to maximise learning outcomes.
- Evaluate the effectiveness of training programmes, measuring their impact on sales performance and employee development.
- Understand different learning styles and how to adapt training methods to cater for individual learning preferences.
Effective structures for sales coaching implementationReal unit · Institute of Commercial Management
What you'll be able to do
- Evaluate different organisational structures for implementing sales coaching programmes, considering their strengths and weaknesses.
- Analyse the key factors that can affect the successful implementation of sales coaching initiatives within an organisation.
- Implement effective and sustainable sales coaching structures that align with organisational goals and resources.
- Understand the organisational requirements, including resources, training, and support, necessary for successful sales coaching implementation.
Learning from the experience of coaching in professions other than salesReal unit · Institute of Commercial Management
What you'll be able to do
- Analyse different coaching approaches and methodologies employed in professions outside of sales.
- Evaluate the transferability of specific coaching techniques and strategies from other professions to the sales context.
- Understand the potential benefits of cross-sector learning and knowledge sharing in the field of coaching.
- Adapt and apply relevant learning and best practices from other professions to enhance sales coaching effectiveness.
Sales Coaching in actionReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the core principles underpinning effective sales coaching methodologies.
- Know and differentiate between various coaching techniques applicable to sales environments.
- Plan and conduct effective one-to-one or group sales coaching sessions.
- Provide constructive and actionable feedback to sales personnel during and after coaching sessions.
- Evaluate the effectiveness of coaching interventions using appropriate metrics and feedback mechanisms.
- Understand the role of performance management within the context of sales coaching and development.
Sales coaching within an organisational contextReal unit · Institute of Commercial Management
What you'll be able to do
- Understand the fundamental principles underpinning effective sales coaching methodologies.
- Provide effective sales coaching to individuals and teams, considering different coaching styles and techniques.
- Assess sales performance using appropriate metrics and tools to identify areas for improvement.
- Analyse the organisational context of sales coaching, including its alignment with strategic goals and cultural norms.
- Evaluate the impact of sales coaching on individual and team performance, measuring its contribution to overall organisational success.
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 7 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 58 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
This unit provides learners with a holistic understanding of designing and implementing a sales game plan. Learners will analyse market opportunities, develop and apply sales strategies, allocate resources effectively, and monitor performance to achieve business objectives.
- Remember
- Understand
- Apply
- Analyse
- Evaluate
- Create
Built for IOCM level 7 Diploma in Sales Coaching
9 units in this credential, in the order it lists them, awarded by Institute of Commercial Management.
- A holistic approach to designing a sales game plan
- Attributes and skills of effective sales coaches
- Converting theoretical learning into the reality of the workplace
- Design and implementation of sales team recruitment and selection processes
- Design and implementation of sales team training processes
- Effective structures for sales coaching implementation
and 3 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.