v1.0.0 to v2.0.0

- Coach sales reps for consistent performance — REKS framework, deal reviews,

- call coaching, pipeline inspection, and 1:1 cadences. Use when setting up

- sales coaching, training managers, or improving rep performance. Triggers on:

- "sales coaching", "coach reps", "REKS", "deal review", "call coaching",

- "manager coaching", "1:1", or any request about developing sellers.

- version: "1.0.0"

- tags: [coaching, sales-management, reks, leadership]

- - "Winning by Design REKS"

- - "Force Management MEDDICC Deal Review"

- - "Keith Rosen — Sales Coaching"

- Coaching is the highest-leverage activity a sales manager can perform. A

- manager who coaches 2 hours/week lifts team performance more than one who

- spends 10 hours on reporting. This skill builds a coaching system: the REKS

- framework for diagnosing performance gaps, structured deal reviews, call

- coaching cadences, and 1:1 formats that drive behavior change.

- - "Set up sales coaching"

- - "How do I coach my reps better?"

- - "Build a deal review process"

- - "Design 1:1 templates for sales managers"

- - **Winning by Design REKS** — Results → Efforts → Knowledge → Skills.

- Diagnose before coaching. A rep missing quota could have an effort problem

- (not enough activity), a knowledge problem (doesn't understand the product),

- or a skill problem (can't execute in conversation). Each requires different

- coaching.

- - **Force Management MEDDICC** — Deal review structure. Inspect deals against

- MEDDICC criteria, not rep confidence levels.

- ### Phase 1: REKS Diagnosis

- For each rep, diagnose the performance gap before coaching. Study top

- performers to identify what excellence looks like.

- ### Phase 2: Coaching Cadence

- - Daily: 5-min huddle, key deals at risk

- - Weekly: 30-min 1:1, one metric focus, deal deep-dive

- - Monthly: 60-min career development, skill-building

- - Quarterly: performance review, goal setting

- ### Phase 3: Deal Review Structure

- Every deal review: MEDDICC scoring → gap identification → action plan.

- Never "how do you feel about this deal?" — always "what evidence do you

- have for each MEDDICC dimension?"

- ### Phase 4: Call Coaching

- Review 2-3 calls/week per rep. Score against framework (SPIN discovery

- quality, CoM value articulation, objection handling). Provide one thing

- to improve next call, one thing to keep doing.

- ## Output Format

- Coaching system with cadence calendar, REKS diagnostic template, deal

- review scorecard, call coaching rubric, and 1:1 agenda template.

- ## Quality Check

- Before delivering, verify:

- - [ ] All required sections are complete

- - [ ] Output matches the user's stated need

- - [ ] Named frameworks are cited for key recommendations

- - [ ] No vague claims — every recommendation has a specific action

- - [ ] Deliverable is ready for operational use, not just conceptual

- ## Common Pitfalls

- 1. **Coaching without diagnosis** — telling a rep to "do more prospecting"

- when they actually don't know how to qualify is wasted coaching.

- 2. **Coaching results, not behaviors** — "hit your number" isn't coaching.

- "Here's the specific skill to build" is.

- 3. **No deal inspection framework** — "how's the deal going?" produces

- fiction. "Walk me through the Decision Process" produces truth.

- 4. **1:1 as status update** — status belongs in CRM. 1:1s are for

- development, not reporting.

- ## Execution Artifacts

- This skill includes lightweight artifacts the agent can load on demand:

- - `references/framework-notes.md` — named frameworks, citation anchors, and operating assumptions

- - `templates/output-template.md` — copy-paste deliverable structure for the user

- - `scripts/check-output.py` — local checklist validator for required sections

- Use the artifacts when the user asks for an implementation-ready deliverable, a repeatable workflow, or a quality check rather than generic advice.

- ## Implementation Depth

- Use this section when the user asks for a finished asset, not a high-level explanation.

- ### Diagnostic Questions

- 1. What is the primary motion: founder-led, sales-led, product-led, partner-led, or lifecycle-led?

- 2. Which ICP tier is the output for: small business, mid-market, enterprise, or mixed?

- 3. What proof is available today: customer stories, usage data, third-party validation, screenshots, or none?

- 4. What system will execute the work: CRM, sequencer, warehouse, support desk, product analytics, or manual workflow?

- 5. What decision will the user make from this output: launch, prioritize, route, rewrite, score, coach, or measure?

- ### Framework Application

- Map the recommendation explicitly to the named frameworks in this skill:

- - Winning by Design REKS: apply only the part that directly improves the requested deliverable.

- - Force Management MEDDICC Deal Review: apply only the part that directly improves the requested deliverable.

- - Keith Rosen — Sales Coaching: apply only the part that directly improves the requested deliverable.

- ### Deliverable Standard

- A strong output from this skill includes:

- - A crisp diagnosis of the current situation

- - A recommended path with tradeoffs, not a generic list

- - A concrete artifact the user can use immediately: table, script, checklist, scorecard, sequence, dashboard spec, or implementation plan

- - A measurement plan with leading and lagging indicators

- - Risks and edge cases called out before execution

- ### Adaptation Rules

- - For small business: reduce complexity, shorten time-to-value, and prioritize owner/operator clarity.

- - For mid-market: include workflow ownership, handoffs, integrations, and enablement assets.

- - For enterprise: include governance, risk, procurement, stakeholder mapping, and proof requirements.

- - **pipeline-management**: Deal inspection processes

- - **meeting-prep**: Call preparation the rep should master

- - **objection-handling**: Objection frameworks to coach toward