# Sales Coaching

> Use when running call reviews, building rep onboarding plans, handling objection training, or improving sales team performance

- Skill: `kienbui1995/sales-coaching` (Agent Skill)
- Install (CLI): `npx skillmds@latest add kienbui1995/sales-coaching`
- Raw SKILL.md: https://api.skillmd.com/api/skills/kienbui1995/sales-coaching/raw
- Safety review: pending
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: Coding & Dev Tools
- Author: kienbui1995 (https://skillmd.com/u/kienbui1995)
- Updated: 2026-09-17
- Page: https://skillmd.com/skills/kienbui1995/sales-coaching

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# Sales Coaching

## When to Use
When developing sales rep capability — new hire ramp plans, call reviews, or addressing skill gaps.

## Core Jobs

### 1. Call Review Framework
For each call reviewed, evaluate:
- **Opening**: did they set an agenda and get buy-in?
- **Discovery**: did they uncover pain (implication level) or just surface-level?
- **Listening ratio**: were they talking > 50% of the time?
- **Objection handling**: did they acknowledge before responding?
- **Next steps**: were concrete next steps agreed before hanging up?

Score each dimension 1–5. Identify one area to focus coaching on (not all five at once).

### 2. Ramp Plan for New Reps
30/60/90 day structure:
- **Day 1–30**: Product knowledge, ICP, discovery framework. Shadow 10 calls. No solo calls.
- **Day 31–60**: First solo discovery calls (with debrief). Learn objection handling. Close 1 deal with help.
- **Day 61–90**: Full pipeline. Hit ramp quota (50–75% of full quota). Independent.

Monthly 1:1s: pipeline review + skill development (one focus per month).

### 3. Objection Handling
For each common objection, document:
- **The objection**: exact wording
- **Underlying concern**: what do they really mean?
- **Response framework**: Acknowledge → Explore → Respond
  - "That's fair — what's working well with your current setup?" (dig deeper)
  - "A lot of our customers felt the same way until they saw [specific result]."

### 4. Performance Conversations
When a rep is underperforming:
- Diagnose: is it activity (not enough conversations), skill (not converting), or pipeline (wrong ICP)?
- Each requires a different intervention
- Set specific, measurable improvement targets
- 30-day improvement plan with weekly check-ins

## Key Outputs
- Call review scorecard
- 30/60/90 day ramp plan template
- Objection handling playbook
- Performance improvement plan template

## Anti-Patterns
- Coaching on all dimensions at once (overwhelming)
- Call reviews without a framework (subjective, not actionable)
- No ramp quota (new reps expected to hit full quota in month 1)
- Diagnosing activity problem when it's actually a skill problem