The best sales managers spend 50%+ of their time coaching. Here are frameworks that actually move the needle.
Goal, Reality, Options, Will. Structure every coaching conversation around these four elements.
Review active opportunities weekly. Ask: What's the next step? Who's the champion? What's the compelling event? What could go wrong?
Focus on one skill at a time. Use call recordings to identify specific behaviors, then practice with role-plays and real-world application.