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Helping you coach the rep who stopped calling

Notes on running a sales team week by week.

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Best time to make sales calls? Find your own from four weeks of your call logWhere to start, Singapore's calling rules, a plan for the week and how to find your own best hours from your log.3 November 20269 min readRead the post

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How to overcome sales call reluctance: start with five calls, then seeWhy you put off calls, and six small habits that get you dialling, starting with five calls.3 November 20269 min read
Sales productivity tips: 12 ways to get more selling hours out of the same weekTwelve tips for more selling time: a calling block, a ready list, fewer poor-fit prospects, batched admin and a count of your week.3 November 20269 min read
Best books for sales management in 2026: 10 picks by problemTen sales management books matched to the job they fix, from flat 1:1s to your next hire, with list prices and who should skip each one.29 October 202612 min read
Best sales performance management software: 9 picks for 2026Which tool to buy if you pay commission, run a leaderboard or need to see the week's pace, with every price read on the vendor's own page.29 October 202611 min read
How to forecast sales from the data you already haveThree forecasting methods worked through with made-up numbers, what to do with no history, and how to check the number weekly.27 October 20268 min read
Sales playbook template: build one your reps actually open, in six pagesA six-part playbook to copy, a filled-in example, four plays to add, and how to keep it short enough to use.27 October 20268 min read
Sales rep onboarding: how to get a new rep on real calls by week twoA week-by-week first month for a new rep, the 60 days after it, and the early signs they're on track.27 October 20267 min read
Field sales management: every visit, logged the same dayA weekly way to run reps who are out visiting clients, from the ranked account list to the weekly numbers.27 October 202610 min read
Outbound sales strategy: a weekly plan, and a worked exampleWho to call, which channels, the rules, what to say, the weekly numbers, and what to fix when no meetings come.27 October 20269 min read
How to manage a sales team: five steps, without micromanagingThe weekly rhythm for managing 4 to 20 reps: targets, the meeting, 1:1s, the halfway check, recognition and the weekly review.27 October 20269 min read
How to set sales targets: monthly numbers that add upSet monthly targets per rep from the top and the bottom, then split each into this week's activity.27 October 20269 min read
Sales coaching techniques: a 1:1 conversation you can copyEight coaching techniques for a manager of 4 to 15 reps, starting from each rep's own numbers.27 October 202610 min read
Sales scorecard template: one page per rep, each weekA one-page weekly scorecard to copy, a scored spreadsheet version, a filled-in example, and how to use it in a 1:1 without it feeling like judgement.27 October 20269 min read
Managing a remote sales team: see the week without chasing anyoneReps at home or on the road: write the ground rules down, get the week logged, coach over video and post the wins.27 October 202610 min read
Sales performance review: run it from the recordA quarterly sales review built on the whole quarter: prep, agenda, questions and what to write down.27 October 20269 min read
Account based sales development: work 30 accounts, not 300 leadsA plain definition, the steps for a small team, a made-up week, and the numbers to check per account.27 October 20268 min read
Sales incentive ideas: 20 rewards, and rules that stop gamingRewards sorted by the job: effort, the middle, new reps, team goals, free recognition and cash, with a prize menu and rules against gaming.27 October 202611 min read
Should sales managers sell? The answer by team sizeWhen a manager should still sell, the player-coach trap, rules if you carry a number, when to stop, and how to hand accounts over.27 October 20269 min read
How to improve sales team performance: a 90-day planA four-part diagnostic per rep and for the team, what to fix first, a 90-day plan, and the weekly habits of teams that hit.27 October 20269 min read
Sales team communication: a weekly rhythm so nothing slipsWhat goes in which channel, a weekly rhythm, handovers that keep clients, sharing what works, and sales talking to delivery.27 October 20268 min read
Call center gamification: reward calls that aren't rushedWhat to score, team and solo formats, quality guardrails, burnout signs and when to stop.27 October 202610 min read
How to hire sales reps: the interview, then the first 90 daysWhen you're ready, the profile, what to look for, a role-play interview, a test task, the pay plan and the first 90 days.27 October 202610 min read
What is sales enablement? For a small team, what to do firstWhat enablement means when there's no enablement team, the four parts, and what to do first.26 October 20268 min read
AI in sales: where it saves time in a real week, and where it doesn'tWhere AI takes admin off a rep's week, where it gets things wrong, and how to start with one job.26 October 20268 min read
MEDDIC sales process: what each letter asks, and how to use it on a live dealThe six letters, the question each one asks the buyer, a worked deal, and how to keep it light.26 October 20269 min read
Best AI sales tools? Pick by the job, then run six checks before you payAI sales tools by the job they do, each described from its own site, and six checks before you buy.26 October 20269 min read
AI sales coaching: which scores to trust, and what still needs youWhat AI coaching tools do, which outputs to trust, how to choose one, what still needs a manager, and a weekly routine.26 October 20268 min read
Sales process optimization: find the leak, fix one stepCount each step, find the one that leaks, fix it for a month, and get reps to follow the change.26 October 20268 min read
Sales manager skills: the seven for your first two yearsSeven skills a new sales manager needs, how to practise each this quarter, a 90-day plan and a monthly self-check.26 October 20269 min read
Sales skills training that sticks: one skill a monthPick one skill a month, practise it on real calls, and see the change in what your reps log.26 October 20269 min read
SMART goals for sales: 10 examples, down to this week's callsTen example goals for reps and managers, and the maths from a yearly number to this week's calls.26 October 202610 min read
Sales productivity tools: test each for a week before you payOne tool per job in a sales day, each described from its own site, one number to measure, and how to test a tool in a week.26 October 20268 min read
Coaching vs managing: how to do both in one 1:1Manage the numbers in the first 8 minutes of a 1:1, coach one skill in the next 17, and know which a struggling rep needs.26 October 20268 min read

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