How It Works
In sports, you practice, then you play. In sales, you train once, then you practice bad habits forever.
Elite athletes spend 80 to 90% of their time practicing and a fraction of it performing. In sales it's inverted. Every call is game day. There's no rehearsal, and almost no one watches their own film.
The practice gap
Athletes train to perform. Sales teams perform without training.
Professional athletes
Practice is the work
Corporate sales
Every call is game day
The name works two ways. It's the 80/20 the whole problem is built on. It's also 20/20 vision: clarity on what's already working inside your team, instead of importing a framework and hoping it fits.
Spot
Identify your real top performers. Not who hit quota last quarter. Who actually has the pattern.
Study
Extract what they do. Call reviews, discovery, first-meeting execution. This is where the curriculum comes from: your best reps', made teachable.
Scale
Roll it out. One-on-one coaching, a shared class for the whole team, and a track that coaches your managers to coach.
Sustain
Keep it running. New-hire support, reinforcement, exec check-ins. The accountability structure sales has never had.
No competitor does this. Their business model depends on selling you the same framework they sell everyone else.
The 3x3.
We review a real call together. Three things you did well, so you know what to repeat. Three you'd do differently, in your words, not mine. After about three sessions, reps run it on themselves. You're not buying a dependency on me. You're buying reps who self-coach.
Why this works when training doesn't.
Playbooks expire. Skills don't.
Every framework has a shelf life. Markets shift, messaging ages out, it needs rewriting in six months. A reinforced skill doesn't go stale.
Every golf swing is different.
There's no one right way to sell. Bubbly Betty and Monotone Mike don't get the same coaching.
Reps coached weekly hit 76% of quota.
Coached quarterly or less, 47%. (MySalesCoach, survey of 3,700+ reps)
Median return on coaching spend is about 7x.
(ICF/PwC)
What gets coached.
This comes off your plate, not onto it.
I run the interviews, the call reviews, the one-on-ones, and the manager track. You get the outputs: a written findings report, a top-10 best-practices list built from your own team, a high and low potential read, and a top-10 objections list unique to your business. Your time is the kickoff, a monthly steering call, and a weekly trend email.
Month 1
Assessment
Interviews, call reviews, and a written findings report.
Month 2
Coaching begins
1:1 rep coaching, team class, manager track.
Month 3
Reinforcement
Reinforcement and the Sustain decision.
The curriculum is already on your team.
Book a call and I'll show you how we extract it, teach it, and make it stick.