One of the things I value most about coaching sales teams became very clear during a recent assignment.
We started with individual SDR conversations.
But the more calls and opportunities we reviewed, the more we could see patterns across the organisation.
For example:
Where qualification was inconsistent.
Where SDRs and AEs had different expectations of a “good” meeting.
Where certain objections repeatedly caused problems.
And where managers were looking at the numbers, but had less visibility into the behaviour behind them.
That creates a different role for coaching.
It isn’t only:
“How can we make this SDR better?”
It also becomes:
“What is the team showing us?”
And sometimes:
“What does the organisation need to change?”
That might mean better qualification criteria.
A stronger SDR–AE handoff.
More focused manager coaching.
Or simply creating a regular rhythm of reviewing real sales conversations.
That is why I see coaching as both a performance tool and a source of organisational insight.
I’d like to hear from sales leaders:
What does your sales team tell you that your CRM dashboard doesn’t?
#SalesCoaching #SalesPerformance #SalesEnablement #SalesManagement
