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.
Your busiest rep isn't your best rep
Activity and results aren't the same thing — and ranking your team on one number hides which is which. Here's how to coach on effort and results together, so you stop rewarding luck and start catching the slide early.
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