Coaching and mentoring in sales both focus on growth, with the intention of achieving individual and organizational goals. 

It’s important to keep in mind, however, the distinction between the two that often goes overlooked.

In this episode, Loren Margolis returns to the show and explores the disparities and similarities between coaching and mentoring in sales, highlighting how they are often misconceived as synonymous. It’s important to understand the differences between the two, as one can often be better and more applicable than the other in given situations. She also touches on the concept of ‘micro-moments’—instances in which we may unknowingly find ourselves engaged in either coaching or mentoring—and ways to make sure you’re employing the right method for the situation.

In this Mental Selling episode, you’ll learn:

  • When coaching vs. mentoring is appropriate for your team
  • Considerations for implementing coaching and mentoring properly and effectively
  • The importance of creating a formal mentoring program and the benefits of pairing mentors and mentees from different functional areas
  • How both coaching and mentoring in sales contribute to the company’s success

What to listen for:

  • [1:33] What do coaching and mentoring have in common?
  • [14:39] Differentiating what feedback looks like in each
  • [22:26] Various types of sales mentoring relationships and their benefits
  • [27:29] Peer mentoring and collaboration within a sales team
  • [30:03] Rotational mentoring and expanding perspectives across organizations

Continuous learning is essential to excel in any sales role. But how would you know if it’s a coach or a mentor you most need? While both promote growth and achievement, Loren explains the distinction between coaching and mentoring in sales, and when each approach is best suited.

Coaching helps salespeople who possess the necessary skills but may face challenges in terms of confidence or overcoming obstacles. Coaching involves asking open-ended questions and empowering individuals to uncover their own wisdom. Meanwhile, mentoring helps individuals needing to develop specific skills or learn something new, such as creating an annual sales plan or better understanding organizational politics.

Whether you’re a sales leader or a salesperson seeking growth, learn the right approach your people might need in their sales journey. . Hear Will’s full discussion with Loren in this episode of Mental Selling.

Loren Margolis is an Executive Coach, Founder of TLS Leaders, a regular Forbes Contributor on leadership and careers and Adjunct Faculty Member at Stony Brook University in New York. She partners with global organizations to develop their leaders while building more inclusive cultures.

Additional Resources From This Episode:

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