THE PLAYBOOK

Coach the floor, not the spreadsheet.

Field notes on sales coaching, contests, and motivation — written for the manager, not the rep. One takeaway per post you can use whether or not you ever touch Grit Board.

A single-elimination sales contest bracket of eight players narrowing to one champion, the winning path lit in volt lime.

25 Sales Contest Ideas That Motivate the Whole Team (Not Just the Top 10%)
The Quadrant: sales reps plotted on effort versus results, separating stars, coasters, grinders, and at-risk reps.

Your busiest rep isn't your best rep