Applications · 03
Give your sales coaching something specific to start from.
Sales work brings constant contact, rejection and targets. The Sales Performance Diagnostic gives a coach a structured profile of how the person in the role sustains performance and handles that load.
Illustrative example
The owner who sells, and the first salesperson.
Not a client case. Picture an owner who has closed every deal for five years. The first dedicated salesperson has been in post for six months, the pipeline looks healthy, and still the owner cannot let go of the closing calls. Both are frustrated.
Two questions are tangled together here. One is the owner's: which part of selling do I want to keep? The other is about the sales role: what does it demand, and how is the person in it coping? Pulling them apart is the first step to a useful conversation.
What you get out of it
A clearer view for the coach and the salesperson.
A coach invites the person, who answers an online questionnaire. The coach receives a structured profile to prepare the conversation. It is input to coaching, not a forecast of revenue and not a way to screen candidates.
- Where the role costs energy
- How the person sustains performance under the pressure the role brings, where their energy comes from and what takes it away.
- A development focus
- Which demands sit comfortably and which deserve attention, as a basis for coaching rather than a grade.
- A separate answer for the owner
- For the owner in the example, CORE Navigator fits better: it looks at which responsibility to keep and what a complementary role should take on.
A sales role you want to look at properly?
Describe the sales role and what prompted the question.