The Sales Manager's Coaching Handbook
How to coach rather than inspect: diagnosing skill, will and process, running call reviews that help, coaching experienced reps, and measuring whether it worked.
PDF handbookPDF30 minute readSales teams
What is inside
- Coaching, inspection, training and managing: four jobs that managers confuse.
- A way to diagnose skill, will or process before you coach.
- A four-step coaching conversation with example wording.
- How to run call reviews without embarrassing anyone.
- Coaching experienced reps, and an intervention ladder for underperformance.
- How to tell whether coaching changed behaviour.
Who it is for
First-time and experienced sales managers who want coaching to be part of the week, not a good intention.
How to use it
- Read the first two pages, then browse the groups that match your market.
- Pick the three signals most relevant to the problem you solve.
- Test each one against the four Rs before you act on it.
Why we made it
Because coaching is the part of management that is easiest to skip and most visible in results.
What it will not do
It gives you a structure and wording. Coaching is a skill, and it improves with practice and with feedback of your own.
Keep going
Use it with.
- Excel packFree
1-on-1 Coaching Pack
A 45-minute coaching agenda, a weighted call scorecard with rep self-scoring, and a tracker to follow one behaviour across sessions.
Sales teams · 45 minutes per sessionSee what is inside → - Excel trackerFree
Rep Ramp Tracker
30, 60 and 90 day milestones for new SDRs and AEs, with evidence, manager sign-off, overdue flags and a ramp score.
Sales teams · Over 90 daysSee what is inside →