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Quota Playbook

Chapter I of IV · in preparation

Sales coaching

How a sales manager organizes coaching and follows up on agreed work.

House rules for drafts

The management conversation

The book plans to address how a sales manager organizes coaching and follows up on agreed work. The intended reader manages a team; the publication will not pretend that a fictional salesperson’s improvement is an observed result.

Planned parts of this chapter

  1. Organizing coaching conversations
  2. Following up on agreed work

A coaching play has not been released. This chapter page sets the scope of future writing and does not supply a performance-management policy.