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Leadership & coaching
Sales Manager Coaching Playbook
Run effective coaching conversations that improve close rate, cycle length and rep performance — with practical questions, clear commitments and follow-up.
Get the free playbookFree PDF · Written by a senior human sales operator
Who this playbook is for
Front-line sales managers and team leaders.
What’s inside
- Five-part coaching conversation framework and high-impact questions
- Deal versus skill coaching and guidance for different rep types
- 14-day installation plan and one-page coaching conversation guide
Inside the playbook
01
Separate coaching from inspection
The playbook distinguishes managing numbers and deals from developing the person and skills behind them, with principles to ask first and create rep ownership.
02
Use a five-part conversation
Goal, Current Reality, Options, Commitment and Support guide the discussion toward a rep-owned action and a clear completion standard.
03
Match coaching to the need
Question sets address stalled deals, close rate, cycle time, discovery and pipeline quality. Guidance distinguishes deal coaching from skill coaching and adapts to different rep experience and performance levels.
04
Embed coaching in the week
The weekly rhythm, fourteen-day installation plan and one-page conversation guide connect coaching to individual meetings, team practice and short post-call moments.
From the playbook / The manager’s role
“Your job is to help the rep think better and act more effectively.”
How to use it
Use the five-part guide in individual meetings and decide whether the session is about one deal or a transferable skill. Keep most of the talking with the rep, agree what they will do and by when, clarify your support and follow up on the commitment.
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