Coaching sales reps
Coach the rep whose activity is dropping, before the month ends.
Rep activity drops quietly. Look during the week, pick one person, start from their numbers and check the action next time.
30 minutes. You choose the day and the time.
- Your team logs each call in one tap, with no CRM to feed it.
| Line | What it shows |
|---|---|
| Last two weeks | 31 points, then 18, against a goal of 50 |
| Streak | 6 weeks |
| Last time | Book 5 demos: done. Call the old list: not done |
The 1:1 numbers card for a made-up rep, Daniel Tan.
Month end
By month end, the only thing left to coach is the explanation
The month's numbers tell you who fell short. They don't tell you what to say, and it's too late to change them. The calls started dropping in week two, and that's the week worth a conversation.
01Find them
Find the rep whose activity has dropped.
Look during the week. On the board, compare each rep's calls and meetings with last week. Needs you today does some of that for you: no entry for 3 days, furthest behind their goal, and trending down over 30 days.
- Flagged at 3 days, and again at 7
- Each tile's count sits beside every name
- Wei Ling GohQuiet: no entry for 3 days4
- Farid IsmailBehind pace for Wednesday23
- Daniel TanTrending down on the last 30 days27
02Pick one
Pick one thing to coach, not five.
Read the counts before you read anything into them. Lots of calls and few meetings is a different talk from few calls. Choose the one that would move this week, and leave the rest for next time.
- Few calls: ask what's getting in the way
- Calls but no meetings: listen to the opening
- Meetings but no proposals: look at the meeting
- Daniel Tan21 calls, 2 meetings, 0 proposalsListen to the opening
- Farid Ismail10 calls, 3 meetings, 1 proposalLook at the meeting
- Wei Ling Goh4 calls, 0 meetings, 0 proposalsAsk what's getting in the way
03Open
Start from their numbers, not 'how was your week?'
The card fills in their last two weeks against their goal, their streak and what you asked them to do last time. You both see the same numbers, so you can spend the time on what's behind them. Short of time? The AI chat prepares an opener and two questions in under 150 words.
- The card goes into your notes, and you can edit it
- Last two weeks31 points, then 18
- Streak6 weeks
- Last timeBook 5 demos: done. Call the old list: not done
- One focusCall the old list before the next 1:1
04Close it
Agree one action, and open with it next time.
Write the action on their coaching sheet, in the columns you choose. Next time it's on the card, marked done or not done, and that's where you start. They can read it too, so nobody has to remember.
- One sheet for each person, with columns you name
- Share a booking link with your coaching hours
- Old list, 12 MarAction plan: call it by FridayFound in June by searching
- Demos, 9 AprAction plan: book 5 demos
- Meetings, 4 JunRemarks: slow after the first call
The plan
A month of coaching, week by week
A plan to adapt. The rhythm matters more than the exact days.
| Week | Look at | Do |
|---|---|---|
| Week 1 | Each rep's weekly goal and last month's trend | Agree one focus with each rep |
| Week 2 | Who's quiet or behind | 1:1 with those reps, starting from the card |
| Week 3 | Tile counts against week 2 | Check last time's action, and change the focus if it's done |
| Week 4 | The month's trend | Note what to carry into next month |
Goes well with
Have the coaching talk while the month can still change.
Bring the rep you're worried about.
30 minutes. You choose the day and the time.
Before your next 1:1
How often should you coach each rep?
Start with every two weeks for most reps and every week for anyone new or behind. Keep it short, and keep the day.
Start with last time's action, then one question about the number that moved: what changed, and what got in the way. Then agree one action.
Then that's the first talk. No entry for 3 days puts them on your list, and you can't coach numbers you don't have.
No. It reads what they log. It can tell you where to look, and the listening is still yours.
No. Your team logs straight in, so there's nothing to connect. If you'd like to send entries from your own tools, there's an API.
You'll meet some of its words. Your tiles, points and board use yours, but the weekly post's count line and a few screens keep insurance wording. We'll show you which ones on the walkthrough.
There's no public price for Palby Sales Tracker yet, so you'll get a price for your team on the walkthrough.