Coaching goes furthest on your mid-level reps

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As mentioned, you can base a lot of this foundational content on historical sales data and personal experience (as the founder or formerly-solo salesperson). Look back to find key best practices, and build upon those as the new standard.

Step 3. Divide Your Team into Groups & Hyper-Focus on the Mid-Level Reps
Each of your reps is an individual—and should be coached as such. But as your team grows, you’ll need to get strategic about your focus. Why? Your time is finite. And?

Spoiler:

So, based on sales activities, current and past bolivia telegram data performance, and your own experience, group your reps into:

Low performers
Mid performers
Top performers
Pro Tip: A sales leaderboard provides a quick snapshot of who’s who—and what needs work. That’s why we built one into Close.
Close-Activity-Overview-2


Low performers lack foundational sales skills, regularly miss quota, and struggle on their own.

Coaching low performers requires patience, and involves building their self-awareness to identify issues and tackle problem-solving. You’ll need to address trouble areas while considering underlying issues contributing to poor performance.