How to Be a Coachable Rep and Accelerate Your SaaS Sales Career

How to Be a Coachable Rep and Accelerate Your SaaS Sales Career

As an AE, you're constantly striving for higher quota attainment and career progression. You're driven, you're ambitious, and you know that to get ahead, you need to be at the top of your game. But what if the secret to unlocking your full potential isn't just about working harder, but about working smarter with the coaching available to you?

New research from My Sales Coach and Aircall reveals a significant disconnect in sales coaching today. While sales leaders believe they're coaching frequently, many reps feel underserved in both the quantity and quality of coaching they receive. In fact, 14% of reps report receiving no coaching at all, and AEs are 50% more likely to rarely receive coaching compared to SDRs.

This presents a massive opportunity for you, the ambitious AE. By becoming a truly coachable rep, you can bridge this gap, gain a competitive edge, and significantly impact your performance and career trajectory.

So, how do you make the most of your situation?

1. Actively Seek Out Coaching (and More of It!)

Don't wait to be coached; actively pursue it. The data shows that 88% of reps desire changes in their coaching programs, and a staggering 43% of leaders are unaware their reps want more coaching. Your proactive approach can set you apart.

The report highlights that top performers (those hitting 100% or more of their quota) actively want more coaching than they currently receive. This isn't about admitting weakness; it's about a commitment to continuous improvement. If you're not getting enough coaching, voice it. Your drive for more can be a powerful signal to your leadership that you're invested in your growth.

2. Demand Skill-Based, Personalised Coaching

39% of reps believe their coaching is too generic, and 34% find it repetitive. To truly benefit, you need coaching that's tailored to your specific needs and role.

• Focus on Skills Development: Half of all reps want more focus on skills development in their coaching, rather than just metric-focused conversations. When you engage in coaching, steer the conversation towards actionable skill-building. Are you struggling with discovery calls? Handling objections? Closing techniques? Be specific about the areas where you want to level up.
• Request Actionable Advice: 29% of reps report that their coaching lacks practical, actionable advice. Ensure that after a coaching session, you have clear takeaways and next steps that you can immediately apply to your sales process. If it's not actionable, ask for clarification.

3. Don’t just ask your manager

You can learn so much from asking for feedback from other people within your team. You might have been a superstar SDR years ago, but today’s top meeting-booker can always teach you something new. The game is always changing, don’t let your ego get in the way of learning from the experts around you!

Alternatively, you can try external coaching. There are plenty of formats, from 1:1 regular sessions, to one-off workshops. Learning from someone external can help you contextualise your sales skills without getting skewed by the specifics of your company or industry.

There’s a chance your business has a budget for this sort of learning - it doesn’t hurt to ask!

5. Prioritise Your Own Professional Development

While it’s easy to be distracted by monthly or quarterly quotas, true progress comes from iterating your approach. Treat every coaching session, every piece of feedback, as an opportunity to grow, and don’t skip them in favour of short-term wins.

Becoming a truly coachable rep is about being proactive, discerning, and committed to your growth. By actively seeking out high-quality, personalised coaching, and demonstrating your commitment to applying that guidance, you'll not only exceed your sales targets but also lay a strong foundation for a thriving career in SaaS sales.

Final tip: Keep track of your progress

When it comes to promotions, it’s all about internal branding alongside solid results. Make sure that you are seen as an example of someone who turns up to 1:1s with clear asks, and keep a note of what you are achieving.

This way, at the end of the quarter, or when a promotion opportunity arises, you can show not only the improved Closed Won numbers, but also how YOU drove this success by organising and optimising the resources available to you!

Sources:

MySalesCoach and Aircall - The State of Sales Coaching 2025