More calls won’t fix a bad sales conversation.
A recent coaching assignment with an SDR team started with a familiar conclusion: “We need more activity.” But when I listened to the actual conversations, the issue was somewhere else.…
Sales Managers Need Coaching Too
Sales manager coaching helps leaders move beyond inspecting activity and numbers. It focuses on behaviour, conversation quality and the coaching capability behind better sales performance.
Does your sales coaching actually change behaviour — and what is that worth?
International Coaching helps sales teams improve performance by measuring behavioural change, increasing conversion rates, and creating measurable commercial impact. Our coaching approach connects better sales conversations to stronger pipelines and better business results.
Coaching reveals more than performance.
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…
Don’t coach the number. Coach the behaviour.
A recent coaching assignment with an SDR team reinforced something I see regularly. The organisation was looking carefully at activity and meetings. But when we looked at the conversations behind…
When SDRs start asking “What happened?”
Recently, while coaching an SDR team, I noticed something that I found particularly interesting. The SDRs were doing what they were expected to do: booking meetings. But during the coaching…
Training tells people what good looks like. Coaching helps them make it happen.
There is nothing wrong with sales training. It can provide valuable knowledge, frameworks and skills. But knowledge alone rarely changes performance. A salesperson can know exactly how a good discovery…
Sales Conversation Quality Is Rarely a Product Knowledge Problem
When a sales conversation underperforms, product knowledge is often the first diagnosis. During call reviews, I sometimes hear the same conclusion: “They need more product knowledge.” Sometimes that is true.…