A long-term engagement on a fixed cadence — fortnightly or monthly — working alongside your sales team in the field, on calls, and in pipeline reviews. The new habits become the default habits.
One workshop rarely changes behaviour. People leave inspired, then default back to what they've always done within two weeks. The frameworks fade. The pipeline does not. This is why most teams need ongoing sales coaching, not just another training event.
Coaching closes that gap. We agree a cadence — every two weeks, or every month — and I work with your team on three layers at the same time: live deals in the pipeline, the behaviours each rep needs to change, and the manager's ability to coach those changes after I'm gone. One-on-one sales coaching with each rep sits at the centre of the engagement, supported by group reviews and manager enablement.
This is the kind of sales coaching training that mid-market sales leaders ask for after their first workshop — once they see that the harder problem is sustained execution, not introducing a new idea. The role I play is part sales coach, part outside observer, part working partner to the first-line manager.
Two weeks of listening — to calls, to reps, to managers. Pipeline review. Process audit. A written brief on what we'll work on and what we'll deliberately ignore.
Working sessions on your team's top 5–10 open opportunities. Strategy, next-step design, stakeholder mapping. Real deals, real decisions.
Listening to recorded discovery and negotiation calls with the rep, replaying moments, rebuilding what should have happened, rehearsing for the next one.
A parallel track for the first-line sales manager — so they can run the same coaching themselves on the weeks I'm not there.
Weekly or fortnightly pipeline reviews with a real method — not status meetings. Honest pruning of dead deals. Honest acceleration of live ones.
Joining the rep on a customer visit. Watching. Debriefing afterwards. Sometimes the most useful day of the month.
Call structure, qualification frameworks, follow-up sequences, conversion math. Particularly relevant for teams running outbound.
Every 90 days, we look at what worked, what didn't, what the team has internalised, and what to focus on next.
Coaching only works when there's chemistry and clarity. The first conversation is a conversation, not a proposal — we'll figure out the fit before we figure out the contract.