This blog looks at how to set up your training for sales kick off with the goal of behaviour change when the team returns to work.

As managers, we constantly tell reps to dig deeper in discovery. Then we get into the deal review and do the opposite.

The best training programme will struggle if the organisation around it stays exactly the same.

Red flags appear early, they're just not mapped.

If you want access to a senior buyer, work backwards from what they are measured on.

"Get better at discovery" is far too broad to coach effectively. You need to get much more specific about the behaviour you're trying to change.

Before we jump in to coaching we need to put on our Dr. hat and diagnose what’s going wrong

"Hey, just checking in." "Wanted to see if you had any thoughts." "Just bumping this to the top of your inbox." Every version of this devalues the deal a little more.

Most managers know they should coach their reps rather than simply tell them what to do. The problem is that coaching takes longer in the moment, and the ROI isn't immediately visible.

Reps tend stop at the first level of pain they hear. They uncover the symptom, which they can solve and qualify the opportunity into their pipeline.