Most sales teams don’t need more knowledge.
They need better rhythm.
And it starts with something simple: What happens during the sales call.
In many client organisations I work with, salespeople go through training, attend workshops, and maybe even get a checklist. But when they’re back in front of customers, pressure takes over. They default to what they know, not what they learned.
So the question isn’t, “What should they know?”
It’s, “What are they actually doing in the field today?”
That’s where Activate begins, the first layer of the Sales Coaching Ecosystem™.
One Sales Call, One Focus.
Most coaching fails because it tries to fix everything at once.
Start smaller. Much smaller.
Pick one sales call.
Choose one behaviour.
Focus on one shift.
For example:
Instead of asking, “How was your sales call?”
Ask, “What was your focus for this customer, and how did it play out?”
That one question reveals everything: preparation, awareness, execution, and reflection.
Use the Checklist, Not as a Script, But as a Mirror.
A checklist isn’t a manual. It’s a mirror.
I use a simple Sales Call Performance Checklist to activate self-awareness:
✓ Did the salesperson link the product to the customer’s actual need?
✓ Did they ask one meaningful question that uncovered a gap or opportunity?
✓ Did they co-create the solution or just run through a pitch?
You don’t need a full scorecard.
You need one insight that triggers reflection and adjustment.
If you’re curious to explore this further and want the practical tools I use with sales managers, you can check out my digital micro-module on sales coaching. It includes the full checklist, real-world examples, and a step-by-step walkthrough to apply this in your team.
Get Managers into the Field, Fast.
Don’t wait for perfect conditions.
One field visit with a Sales Manager can activate more behaviour change than a full-day classroom workshop.
But only if the manager doesn’t just observe.
They need to reflect, not correct.
One Manager I coached asked their Salesperson a single question after a sales call:
“What would you do differently if this customer were your only customer?”
That simple reflection reshaped how that Salesperson prepared for every sales call after that.
What Activate Looks Like in Action?
This is not about more training.
It’s about paying attention to what’s already happening and building from there.
Conclusion: Progress Starts with Presence
When you start where the salesperson is, you give coaching a chance to work.
You’re not trying to transform everything overnight.
You’re helping someone take the next useful step.
That’s what Activate means.
And it’s how the rhythm of the Sales Coaching Ecosystem™ begins to come alive in the real world.
Coming up next: Enable in Action: how to help Sales Managers build structure and rhythm into everyday coaching.