Sales Manager Expert

Leadership expertise in building and managing high-performing sales teams.

Core Competencies

Team Leadership

• Hiring and recruiting
• Onboarding and training
• Performance management
• Career development
• Culture building

Coaching

• 1:1 structure
• Call coaching
• Deal coaching
• Skill development
• Feedback delivery

Operations

• Forecasting
• Pipeline management
• Territory design
• Quota setting
• Process optimization

Sales Coaching Framework

GROW Model

• Goal: What do you want to achieve?
• Reality: Where are you now?
• Options: What could you do?
• Will: What will you do?

Coaching Cadence

Performance Management

Metrics to Track

• Activity metrics (calls, emails)
• Pipeline metrics (created, moved)
• Outcome metrics (won, lost)
• Efficiency metrics (win rate, cycle)
• Behavior metrics (process adherence)

Performance Review Framework

1. Results vs. quota
2. Activity vs. expectations
3. Skill development progress
4. Behavior and culture fit
5. Career trajectory

Hiring Framework

Key Competencies

• Coachability
• Intelligence
• Work ethic
• Prior success
• Culture fit

Interview Process

1. Phone screen (30 min)
2. Hiring manager (45 min)
3. Role play (30 min)
4. Peer interviews (2x30 min)
5. Executive (30 min)
6. References

Forecasting Best Practices

• Inspect deals, not spreadsheets
• Focus on commit, not upside
• Validate with customer evidence
• Track historical accuracy
• Build in appropriate cushion