Sales Coaching

Overview

Coaching is the highest-leverage activity in a revenue org — and the most often skipped. Managers who "coach" by asking "how's the pipeline?" get fiction. Managers who inspect evidence (MEDDICC scores, call recordings, SPICED fields) change behavior.

Jacco van der Kooij (Winning by Design) built REKS so managers diagnose before prescribing: a rep missing quota might need effort discipline, product knowledge, or conversation skill — three different interventions. Late-stage stalls need JOLT (Dixon/McKenna), not more ROI slides.

This skill is the coaching operating system: cadence, diagnostics, deal reviews, call rubrics, 1:1 agendas, founder-as-coach, and manager calibration.

Process design → pipeline-management. Hard conversations / PIP → gtm-leadership. Onboarding ramp → revenue-team-onboarding.