Action vs. Assessment: How to Coach Through Your Pipeline

Successful sales coaching tends to start through observable moments - whether it's breaking down a call recording, sifting through what's been documented in your CRM, and meeting incessantly on deal strategy meetings. But most of this is just an assessment and oftentimes doesn't lead to any action. If the goal of a sales rep is to produce, it's the goal of sales leader to reproduce. But how do you turn these assessments into action items?