SALES EXPERT
Move your bottom 30% up 15–25% — with 1-on-1s that coach instead of check in.
Sales Coaching Framework
Transform vague 1-on-1s into structured coaching sessions. Build scorecards, improvement plans, and a culture of real development.
- Framework build + manager training; 30–45 minutes per rep per week to run
- performance lift in your bottom 30%
- 15–25%performance lift in your bottom 30%through structured coaching instead of war stories
- day improvement plans
- 30/60/90day improvement planswith clear milestones and decision points
- per rep per week to run
- 30–45 minper rep per week to runstructured 1-on-1s plus occasional call reviews
How it works — and what you walk away with
Your 1-on-1s go like this: "How's it going?" "Good." "Cool, see you next week." Meanwhile, your bottom 30% of reps stay stuck, your top performers don't get challenged, and nobody improves.
Sales managers default to war stories from their AE days instead of actual coaching. PIPs are punishment, not development. Struggling reps get ignored because coaching them is hard, while top performers get all the attention because it's fun.
Our Sales Coaching Framework gives managers a structured system for developing every rep. Weekly pipeline reviews with qualification rigor, skill-development tracks with specific focus areas, performance scorecards that track leading and lagging indicators, and improvement plans that actually improve.
The result? Your bottom 30% move up 15-25%. Reps feel invested in. Managers become actual coaches. Performance variance shrinks.
The process
Framework Setup
Build performance scorecards and the weekly 1-on-1 agenda covering pipeline, deal coaching, skills, and career growth.
Manager Training
Train managers on coaching vs. telling, active listening, call reviews, and data-driven feedback.
Coaching Cadence
Weekly structured 1-on-1s with monthly skill-development tracks: discovery, demo, objection handling, closing.
Improvement Plans
30/60/90-day programs for struggling reps, with decision criteria at each checkpoint.
What you get
1-on-1 Agenda Template
Reusable agenda structure for consistent, productive weekly meetings
Performance Scorecard Tracker
Google Sheets dashboard tracking all rep metrics and skill ratings
Improvement Plan Templates
30/60/90-day plans with diagnostic frameworks and decision criteria
Manager Coaching Playbook
10-15 page guide on effective coaching techniques and common pitfalls
What's included
Weekly 1-on-1 Structure
Agenda template covering pipeline review, deal coaching, skill development, and career growth
Performance Scorecards
Track activity, pipeline, and outcome metrics plus skill ratings for each rep
Improvement Plans
30/60/90-day improvement programs for struggling reps with clear milestones
Call Review Process
Framework for analyzing recorded calls and delivering specific, actionable feedback
Skill Development Tracks
Monthly focus areas (discovery, demo, objection handling, closing) with practice exercises
Manager Training
Train managers on coaching vs telling, active listening, and data-driven feedback
Who this is for
First-Time Sales Managers
Recently promoted reps who need a real framework for coaching their former peers
VP Sales with Underperformers
Leaders whose bottom 30% is dragging down team results and morale
Growing Teams
Organizations adding managers who need consistent coaching methodology
Ongoing coaching
Scoped to your situation
- Format
- Framework build + manager training; 30–45 minutes per rep per week to run
Frequently asked questions
Related topics
Related services
Move your bottom 30% up 15–25% — with 1-on-1s that coach instead of check in.
Share your situation and Sales Expert will scope it with you — takes about two minutes.