Sales coaching is one of the most effective ways to develop your talent and drive revenue growth. But for coaching to be truly impactful, it must be built on a foundation of trust. Reps need to feel comfortable receiving feedback, knowing that their performance discussions remain confidential when necessary.
Confidentiality is essential in sales coaching. Here I'll share my tips on nurturing it and how Jiminny’s latest feature ensures coaching conversations remain private when they need to be.
Effective sales coaching isn't about telling reps what to improve - it’s about creating an environment where they feel supported and motivated to develop their skills. Confidentiality plays a crucial role in this because it:
• Encourages honest conversations – Reps are more likely to share their challenges openly when they know their feedback won’t be visible to everyone.
• Reduces fear of judgement – Some reps may feel self-conscious about their mistakes, especially in a competitive sales environment. Keeping feedback private helps them focus on growth without worrying about peer perception.
• Builds a stronger coaching culture – When coaching is seen as a safe space, reps become more receptive to feedback, and coaches can provide more candid, constructive insights.
Research consistently shows that psychological safety - the belief that one can express ideas, ask questions, and admit mistakes without fear of negative consequences - significantly impacts learning and performance.
A study by Google’s Project Aristotle found that psychological safety was the most critical factor in high-performing teams. Teams with strong psychological safety reported higher engagement, learning agility, and retention of new skills.
Furthermore, neuroscience research highlights that stress and fear impair learning and memory retention. Studies suggest that when individuals feel scrutinized or fear negative judgment, their brain shifts into a defensive state - reducing their ability to absorb new information. In contrast, when learners feel safe and supported, they retain significantly more information.
For sales coaching, this means:
• Reps are more likely to internalize feedback and apply it effectively if they feel safe discussing their weaknesses.
• A coaching environment that allows for confidential conversations leads to better long-term performance improvements.
• Sales teams that foster psychological safety experience lower turnover and higher engagement, as reps feel valued and supported.
The evidence speaks for itself. And when we learned this, we knew we had to do everything we could to allow total confidence and trust for sales coaching within our platform. By giving users control over coaching feedback visibility, Jiminny’s new feature directly supports psychological safety - ensuring that coaching is a tool for growth rather than a source of pressure.
Without proper control over coaching feedback visibility, reps may:
• Hold back from being vulnerable, avoiding discussions about real challenges.
• Feel micromanaged if their feedback is too widely shared.
• Develop resistance to coaching, seeing it as a form of scrutiny rather than support.
This is why Jiminny’s latest feature is a game-changer for sales coaching.
To support trust in coaching, Jiminny now allows users to control who can see feedback left on a call. The new visibility settings include:
1) Visible to all users in the organisation – For feedback that is useful for the wider team to see and knowledge sharing opporunities.
2) Visible to the coachee & coach – Ideal for private coaching discussions between a rep and their manager or mentor.
3) Only visible to me – Useful for self-coaching or making private notes before sharing feedback later.
4) Custom visibility – Users can specify exactly who can access their feedback, ensuring sensitive coaching conversations remain private while looping in relevant parties.
With these new visibility options, Sales Leaders and Reps gain more control over their coaching experience. It allows for:
• More personalized coaching experiences tailored to individual reps’ comfort levels.
• A balance between transparency and privacy, fostering both accountability and psychological safety.
• Stronger adoption of coaching practices, as reps feel more confident engaging with feedback.
While Jiminny supports confidentiality in coaching, leaders must also do their bit to create trusting and safe coaching spaces. Here’s how:
1) Set clear expectations – Define how coaching feedback will be used and when confidentiality applies.
2) Lead by example – Sales Leaders should embrace feedback themselves and respect privacy settings.
3) Encourage open communication – Let reps know they have control over their coaching journey and can adjust visibility settings as needed.
Sales coaching thrives in a culture of trust. By prioritizing confidentiality and giving reps control over their feedback visibility, sales leaders can create a more effective, open, and growth-oriented coaching environment.
With Jiminny’s new feature, teams can strike the perfect balance between transparency and privacy - ensuring coaching remains a tool for development rather than a source of stress.
For more on sales coaching, visit our Fundamental Guide here.