The sales coaching playbook.

Most managers know coaching moves the number. Few have time to work out who needs it this week. This playbook shows how to find the real gap behind a rep's number, put together a two-week plan, and tell whether it worked.

• The five gapsActivity, conversion at a stage, pipeline quality, a drop from normal, and a rise worth sharing.
• Two-week plansA template for each gap.
• Measuring itBefore and after, against the rep's own normal.