--- name: sales-coaching description: >- 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. license: MIT compatibility: Claude Code, Cursor, Codex, Hermes, Windsurf, OpenCode, Gemini CLI, Copilot, Zed, VS Code, Goose metadata: version: "1.0.0" author: LeadMagic category: management-leadership tags: [coaching, sales-management, reks, leadership] frameworks: - "Winning by Design REKS" - "Force Management MEDDICC Deal Review" - "Keith Rosen — Sales Coaching" --- # Sales Coaching ## Overview 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. ## When to Use - "Set up sales coaching" - "How do I coach my reps better?" - "Build a deal review process" - "Design 1:1 templates for sales managers" ## Authoritative Foundations - **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. ## Step-by-Step Process ### 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. ## Related Skills - **pipeline-management**: Deal inspection processes - **meeting-prep**: Call preparation the rep should master - **objection-handling**: Objection frameworks to coach toward