Your managers are either multiplying the training. Or quietly undoing it.
Reps leave training with a shared standard. Managers decide whether it survives the next 1:1, forecast call and difficult deal.
I help revenue managers diagnose why each person is stuck, choose the right response and build a coaching rhythm that develops the rep instead of carrying the deal.
See the manager programme ↓
The same missed target can mean four completely different things.
A rep may need clearer direction. Or they may simply need to put in more effort, get more practice, or have a reason to care.
Treat all four as an ability problem and the answer is always more training. Treat all four as an effort problem and coaching turns into pressure.
That is why I built TEAM.
Diagnose the person before choosing the intervention.
TEAM is my manager diagnostic. It separates four constraints managers regularly mix together.
- TTarget
Does the rep know what matters, what good looks like and where to focus?
Clarify the standard, the priority and the outcome.
- EEffort
Is the rep doing the work with the focus and consistency the role requires?
Make the commitment visible and hold it.
- AAbility
Can the rep perform the behaviour in a real customer conversation?
Teach it, demonstrate it, practise it and review what happened.
- MMotivation
Does the rep want to do it, and what is creating resistance?
Understand what matters to them and build a development path they want to own.
TEAM works at two levels.
Managers map the whole team across Target, Effort, Ability and Motivation.
If the same ability gap appears across six reps, it becomes a shared sprint, call review or practice focus. One intervention moves the group.
Managers run TEAM for each person using evidence from calls, deals and 1:1s.
The diagnosis determines the level of support, the right coaching format and where it belongs in the manager's cadence.
One shared problem gets solved together. One personal problem gets the right individual response.
Managers stop giving everybody the same hour of coaching because everybody happens to report to them.
Managers practise on the people and deals they actually manage.
I do not train managers to become mini trainers. I teach them to spot what is really getting in the way, choose the right intervention and leave ownership with the rep.
The programme uses their real deals, call recordings, coaching challenges and calendars. Managers build and practise:
- A shared standard for deal evidence and sales behaviour.
- Deal inspection that ends with an exact, rep-owned action.
- Call reviews using 4:1 feedback.
- Roleplay around the next real customer moment.
- Development conversations that leave the thinking with the rep.
- A coaching cadence that gives the right person the right level of support.
The manager should leave with better judgement, not another folder of coaching theory.
Four sessions. Built around the managers' actual team.
- Who
- First-line revenue managers, team leads and experienced sellers moving into leadership.
- Format
- Four live sessions. Small manager cohort. Real calls, deals and rep situations. Online or in person.
- Outcome
- One shared coaching language, an individual development plan for each rep and a cadence managers can keep running.
- 01Diagnose
Use TEAM at group level. Establish what good looks like and identify the constraint across the team.
- 02Coach
Run development conversations that make the rep think, choose and own what happens next.
- 03Practise
Review real calls, calibrate feedback and rehearse the customer moment the rep needs to handle next.
- 04Sustain
Use TEAM at individual level. Build the coaching plan, place it into the calendar and choose the next shared team sprint.
The same commercial logic reaches the manager.
Inflection Loop™ structures the customer conversation through Current → Ideal → Action.
TEAM helps the manager diagnose what is preventing a rep from running that conversation well and decide what kind of support will change it.
Reps use the system with customers. Managers use it to inspect the evidence, coach the next attempt and reinforce the standard across the team.
What keeps happening in the team?
Tell me where people are getting stuck, who it affects and what you want to be different. We can choose the right format from there.
Inflection Loop™ is the revenue methodology developed by Boris Bedzent.