Coaching Plays

There are more than three dozen plays in a fully developed Revenue Acceleration Playbook. Every single play you put in place will have a positive impact on your revenue outcomes.

A good Coaching Playbook captures and shares best team practices for playbook execution. It allows the entire team to benefit from the practices of the top 20% of performers and support individualizing skills reinforcement.

Core Skills Matrix


The foundation of individual coaching and team learning is a core skills matrix that highlights the 8 to 10 skills most important for sales team members to run their deals and pipelines, and for success team members to strategically manage their accounts.

Coaching Formats


Individual skills coaching of 3+ hours per team member to directly apply Playbooks in their deal and accounts creates a performance tipping point. Coaching formats can include calls, video reviews, role plays, sales document reviews, and practice self-recordings.

Individual Development Profile


A rep development profile creates a structured way for a manager and an individual sales or customer success team member to agree and update quarterly the most core skills to focus on during individual coaching interactions.

Team-Based Learning


Regular team-based learning allows team members to share best practices and “stories from the field.” It introduces new ideas for applying Playooks to each team member, prospecting, deal, and account work. It makes it possible to revise playbooks drawing on direct market feedback.

Coaching Conversations


Good coaching starts with a process of agreeing on top areas for skills improvement and also requires developing managers’ skills to effectively lead coaching with questions, balance positive and constructive feedback, and identify specific actions and outcomes.

Go-To Coaching Activities


Manager skills coaching is more sustainable with a set of “go-to” coaching activities developed together by front-line managers that make it easy to integrate skill development directly into prospecting, pipeline work, and account management.