If you were to spend four hours or so per month on coaching, what might they look like?  Sales managers who incorporate this set of coaching tasks into a rhythm might easily move their sales team’s performance needle.

Weekly:  Review Sales Reps' Tactics

• Territory Plan - Where are you with a sponsor on your most important accounts?
• Prospecting Activities - What new leads are you researching?
• Best Next Actions on Top 10 Opportunities - What have you done in the last two weeks? What about the next two weeks?

Monthly:  Review/Discuss Reps' Strategy and Tactics

• Top 5 Opportunities - What have you invested so far? What is the “Why Now“ conversation?
• Forecast Status - Where is the risk in your forecast?
• Review the Organization Map - Who else might you enroll at the account to gain momentum?

Quarterly:  Review Territory Goals and Identify Gaps

• Review YTD Achievement - How did you source your revenue attainment?
• Review This Quarter’s Plan - What are your selected accounts and opportunities for the next 90 days?
• Review Pipeline - What is the size of your pipeline? What can you close this quarter? Where do you need help? What do we need to add to your pipeline this quarter?