sales-coaching

name	sales-coaching
description	Sales coaching system — REKS diagnosis (Jacco van der Kooij / Winning by Design), MEDDICC deal reviews (Andy Whyte), JOLT for indecision, call coaching (Jon Barrows, Jason Bay), manager cadence (Kevin Dorsey), and founder-as-coach. Use when building coaching programs, 1:1s, deal reviews, call feedback, or improving rep performance. Triggers on: "sales coaching", "coach reps", "REKS", "deal review", "call coaching", "manager 1:1 sales", "coach discovery", "coach SDR", "founder coach sales team".
license	MIT
compatibility	Claude Code, Jesse, Codex, Hermes, Windsurf, OpenCode, Gemini CLI, Copilot, Zed, VS Code, Goose
metadata	{"version":"2.0.0","author":"LeadMagic","category":"management-leadership","tags":["coaching","sales-management","reks","meddicc","jolt","1-1","deal-review"],"related_skills":["pipeline-management","meeting-prep","buyer-indecision","sales-enablement","gtm-leadership","team-management","revenue-team-onboarding","objection-handling","demo-scripts","transparency-selling"],"frameworks":["Jacco van der Kooij (Winning by Design) — REKS, SPICED coaching","Andy Whyte — MEDDICC scorecard and deal review","Matthew Dixon & Ted McKenna — JOLT Effect (late-stage coaching)","Kevin Dorsey — Sales leadership coaching cadence","Jon Barrows (Sell Better) — Discovery and demo skill coaching","Jason Bay (Outbound Squad) — SDR messaging coaching (PVP)","Keith Rosen — Sales coaching accountability","Kim Scott — Radical Candor (performance conversations)","Randy Seidl (Sales Community) — Relationship selling, Three Plays, behavior coaching","Tom Slocum (The SD Lab) — SDR cold call coaching, 3×3, sell-the-meeting","Ryan Reisert (CallBlitz) — Live call coaching, CRM Activity Buckets ramp"]}

Sales Coaching

Overview

Coaching is the highest-leverage activity in a revenue org — and the most often skipped. Managers who "coach" by asking "how's the pipeline?" get fiction. Managers who inspect evidence (MEDDICC scores, call recordings, SPICED fields) change behavior.

Jacco van der Kooij (Winning by Design) built REKS so managers diagnose before prescribing: a rep missing quota might need effort discipline, product knowledge, or conversation skill — three different interventions. Late-stage stalls need JOLT (Dixon/McKenna), not more ROI slides.

This skill is the coaching operating system: cadence, diagnostics, deal reviews, call rubrics, 1:1 agendas, founder-as-coach, and manager calibration.

Process design → pipeline-management. Hard conversations / PIP → gtm-leadership. Onboarding ramp → revenue-team-onboarding.

When to Use

• "Build sales coaching program"
• "How do I coach my AEs / SDRs?"
• "Deal review format for managers"
• "1:1 template for sales manager"
• "Coach discovery calls"
• "Rep stuck — REKS diagnosis"
• "Coach late-stage indecision"
• "Founder coaching first sales hire"
• "Call coaching rubric"

Authoritative Foundations

• Jacco van der Kooij / Winning by Design — REKS. Results → Efforts → Knowledge → Skills. Coach the layer, not the number. SPICED for discovery coaching; Bowtie for handoff quality.
• Andy Whyte — MEDDICC. 0/1/2 scorecard (max 14). Managers inspect evidence per dimension — same gates as pipeline-management.
• Matthew Dixon & Ted McKenna — JOLT. Judge indecision → Offer recommendation → Limit exploration → Take risk off table. Coach when fit exists but buyer stalls.
• Kevin Dorsey. Daily manager rhythm during ramp; pipeline accountability without micromanagement; coaching as leadership core competency.
• Jon Barrows (Sell Better). Short-cycle skill reps for discovery, demo structure, objection handling — coach behaviors in 15-min drills.
• Jason Bay — PVP. Coach outbound relevance (Permissionless Value Proposition), not volume — for SDR/BDR coaching.
• Keith Rosen. Accountability coaching: commitments, timelines, ownership.
• Kim Scott. Radical Candor for performance — separate coaching from status.