Build a four-week coaching cadence for one rep
Assemble a four-week cadence that keeps one sales behavior in play long enough to stick.
A rep needs to improve call control on discovery and demo calls. How do you build a four-week cadence that actually installs the behavior? Diagnose, rehearse, apply, reinforce Managers often jump from a good first debrief to unrelated weekly topics, so the rep never gets enough repetitions for the behavior to stick. Week 1: Diagnose Review one call, score call control, and choose one target move: closing every meeting with a mutual next step. Start with one behavior. The cadence breaks if the first week already contains too many goals. Week 2: Rehearse and apply Role-play two versions of the…
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