A call review should develop judgement, not just check compliance. During call reviews, I sometimes see managers focus first on whether the salesperson followed the expected structure. Structure matters. It…
I have seen sales organisations respond to weak SDR performance by immediately looking at the top of the funnel. More leads. More data. More sequences. More activity. But sometimes the…
A calendar invitation is not evidence of progress. During call reviews, I sometimes hear a salesperson end a conversation with: “Shall I send you a calendar invite?” The meeting gets…
Many organisations invest heavily in Sales Enablement. New methodology. New frameworks. New techniques. New playbooks. The team leaves the training energised and motivated. And three months later, much of the…
An objection can also be feedback on the conversation. During call reviews, I sometimes hear an objection and notice the immediate reaction: How do I overcome it? But before answering,…
Every sales call is a two-way interview—but we often review it as if only the seller is assessing. When I listen to a sales call, I do not only consider…
What is a good sales conversation actually trying to achieve? For me, it is not about convincing someone to say yes. It is a conversation in which both sides try…
Not every performance issue needs training. Sales coaching helps managers diagnose individual patterns before turning repeated team gaps into structured training.
