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
In sports, you practice, then you execute. In sales, you train once, then you practice bad habits forever. What if I trained your team to bring their A-game to every meeting?
The 20/20 Method
I built this to solve your 80/20 problem. It gives you 20/20 clarity on what's already working on your team, instead of a framework you import and hope 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' own habits, made teachable.
Scale
Roll it out. Three team classes, six 1-on-1 coaching sessions for each AE, and a track that elevates your managers to keep driving results.
Sustain
Keep it running. New-hire support, reinforcement, exec check-ins. The accountability structure sales has never had.
The 3x3
Each AE & I review the call independently first, then compare notes together. Three things you did well, so you know what to repeat. Three you'd do differently, in your words, not mine. Leading with what went well builds the trust that makes you open to feedback and true growth.
After about three sessions, reps run it on themselves. You're not buying a dependency on me. You're buying reps who self-coach, and grow into the best version of themselves.
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. The goal is their best version, not who you want them to be.
K.I.S.S.
MEDDIC, Challenger, SPIN, Sandler all fail the same way, too complex to actually run. I'm not here to force a methodology. I coach the SIMPLE best practices that produce results.
AI is the floor. Not the fix.
AI tells every rep what they did wrong. It can't build the trust that yields behavioral change. I'm the human layer that does, every week, in the room.
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)
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. You focus on operations and execution priorities. I'll drive elite coaching in parallel for optimal revenue outcomes.
Assessment, coaching, and reinforcement. A three-month system, not a training day. See the full month-by-month breakdown →
The curriculum is already on your team.
Book a call and I'll show you how I extract it, teach it, and make it stick.