Guides
Sales Management & Coaching Guides
Coaching specific behaviour instead of reviewing pipeline and hoping. Guides for sales managers, including people doing the job for the first time.
How to Coach Sales Reps
Most sales coaching isn't coaching. It's a status update with feedback attached. The difference is whether the seller leaves knowing what they'll do differently in the next call.
Read the guideBuilding a Sales Coaching Culture
Why one good coaching conversation doesn't create a coaching culture, and what actually has to be built underneath it to make coaching happen every week.
Read the guideBecoming a First-Time Sales Manager
Being promoted for selling well is not preparation for managing people who sell. The first six months are mostly about giving up the thing you were rewarded for.
Read the guideSales Coaching
Sales coaching develops behaviour, not deals. Most of what gets called coaching is a status update with feedback attached, and sellers can tell the difference from the first question.
Read the guideHow to Run a Sales Coaching Session
A coaching session needs a shape: time for the seller to go first, a real call on the table, one behaviour, and a specific thing to try with a date to revisit it.
Read the guideSales Coaching Questions
The value of a coaching question isn't the asking, it's what the seller does with the answer. Most managers have enough questions already; they're short on the follow-up.
Read the guideSales Forecasting Accuracy
Why B2B forecasts stay optimistic, and what changes when close dates stop being the thing being managed.
Read the guideSales Onboarding
Ramp is a design problem: what to teach first, what good looks like, and why new sellers need permission rather than correction.
Read the guideAI for Sales Call Coaching
Using AI to review calls and prepare coaching conversations, and where the manager's judgement still has to do the work.
Read the guideHow to Hire B2B Sales Reps
Hiring sellers for a consistent standard: what interviews actually test, what to make candidates do, and why the ramp plan is part of the hire.
Read the guideSales Team Structure
Splitting roles, SDR to AE ratios and when to add a management layer, judged by what the structure is meant to fix.
Read the guideTraining
Reading about it helps. Changing how a team does it usually takes practice and coaching, sales management training is where that work happens, and B2B sales training covers the wider picture.
Something here sound familiar?
Tell me where your team is getting stuck. We'll work backwards from the behaviour you need to change.