Resource topic
Sales Management
Write the Dealership Sales Job Before You Post the Ad
Most 90-day washouts are decided before the interview, because nobody wrote down what the job actually is. Here's a one-page definition of workload, schedule, standards, and ramp — plus the interview questions that prove a candidate can do it.
Write Coaching Feedback a Rep Can Argue With — And Then Fix
Turn vague coaching notes like "not enough rapport" into specific, timestamped observations a rep can act on tomorrow. Includes rewrites of the four labels managers use most and a call review template that makes vagueness hard.
The 15-Minute Daily CRM Check That Keeps You From Chasing Your Reps
A 15-minute daily CRM routine built on three saved views that surfaces untouched leads, overdue tasks, and ownerless follow-up. You'll route work without turning yourself into the team's personal reminder system.
The Rep Who Answers the Question the Buyer Didn't Finish Asking
You'll learn how to tell the difference between a rep who's rude and a rep who's just fast, and why most interrupting is a confidence problem, not a manners problem. You'll get a scoring method, three drills, and the exact words to use in a coaching session.
When Two Managers Score the Same Call Differently
Learn how to run a 30-minute call review calibration session that turns two managers' conflicting scores into one written rule your reps can act on. Includes a way to rewrite vague scorecard items and a single number to track how far your scoring has drifted.
A 30-Day Call-Review Plan for Ramping a New Rep
A week-by-week call-review schedule that takes a new rep from a recorded baseline to running calls without you listening in. You'll get the exact skill to review each week, the drills that fix it, and the bar the rep has to clear before moving on.
How to Pick Which Recorded Calls to Actually Review
You'll get a repeatable weekly rule for picking which recorded calls to review — three calls per rep, chosen by situation instead of outcome. You'll also know how many calls it takes before a behavior counts as a pattern worth coaching.
Coaching the Rep Who Can't Stand a Silent Second on a Call
You'll learn why some reps fill every pause with words, how to spot it in your call recordings, and a specific coaching drill that trains them to let silence do the work.