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<h3 style="text-align: start">SCT for High-Performing Teams</h3><h3 style="text-align: start">INSTRUCTIONS</h3><div class="callout" style="background-color: rgb(3, 147, 79, .1)">💡<div class="callout__text">FOR MANAGERSFill out &apos;Your Coaching Opportunity&apos; sections with personalized strategies for your team.</div></div><div class="callout" style="background-color: rgb(3, 147, 79, .1)">💡<div class="callout__text">FOR REPSUse this template to self-assess and align with the coaching plan.</div></div><div class="callout" style="background-color: rgb(3, 147, 79, .1)">💡<div class="callout__text">REGULAR REVIEWRevisit and update the template to reflect changes in strategy, market conditions, or team dynamics.</div></div><div class="column-block" style="width: 100%; display: flex; gap: 24px; padding: 8px 0;"><div data-column-width="50" class="column" style="width: 50%; ">This template is a dynamic tool designed to guide sales managers in creating a structured coaching environment that motivates the team and produces measurable results.Delete these call-out instructions when sharing with your team!</div><div data-column-width="50" class="column" style="width: 50%; "><div style=""><figure data-media-width="285.015625" data-media-height="246.015625" data-align="left" data-type="resizeableFigure" style="justify-content: start" class="resizeable-figure"><div style="height: auto;width: 285.015625px; "><img src="https://storage.distribute.so/media/dantethedonkey/c59d8b0b-c700-41e4-8ae3-fdee8ca11e5c/01a30a59-3e8f-4acf-9105-2c9e7a3f6b7d.png" alt="keynote-presentation.png" title="keynote-presentation.png"></div></figure></div></div></div><h3>TACTICAL COACHING</h3><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1">Coaching Step 📋</th><th colspan="1" rowspan="1">Focus Area 🗳️</th><th colspan="1" rowspan="1">Objectives ✅</th><th colspan="1" rowspan="1">Your Coaching Opportunity 📌</th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Step 1: Area Focus Per Quarter</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Choose one main area</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Deepen rather than broaden the coaching scope</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Fill in based on team needs]</td></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Step 2: Identify Opportunities</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Analyze data for weak points</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Identify weak points such as conversion rates and deal cycle length</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Fill in based on team needs]</td></tr></tbody></table></div><h4 style="text-align: start">KEY AREAS | TACTICAL COACHING </h4><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1">Area 📒</th><th colspan="1" rowspan="1">Challenges 📈</th><th colspan="1" rowspan="1">Goal 📍</th><th colspan="1" rowspan="1">Your Framework 🗂️</th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Light Discovery</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Rapid-fire questions, dominating conversation</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Improve discovery call balance</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Custom Framework]</td></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Objection Handling</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Not clarifying, steamrolling objections</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Enhance objection handling skills</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Custom Framework]</td></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Activity Levels</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Low momentum, follow-up</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Increase engagement and follow-up consistency</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Custom Framework]</td></tr></tbody></table></div><h4 style="text-align: start">STRATEGIC COACHING</h4><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1">Focus Area 📌</th><th colspan="1" rowspan="1">Strategies 🗃️</th><th colspan="1" rowspan="1">Objectives 📊</th><th colspan="1" rowspan="1">Your Coaching Opportunity 🖥️</th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Account Strategy</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Engage decision makers, next steps</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Craft strategic engagement plans</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Custom Framework]</td></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">De-risking Pipeline</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Identify main risks, plan ahead</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Minimize deal risks</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Custom Framework]</td></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Competitive Playbook</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Position against competitors, contextual understanding</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Leverage competitive advantages</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Custom Framework]</td></tr></tbody></table></div><h4 style="text-align: start">PERSONAL COACHING</h4><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1">Focus Area 📥</th><th colspan="1" rowspan="1">Strategies 📚</th><th colspan="1" rowspan="1">Objectives 🗓️</th><th colspan="1" rowspan="1">Your Coaching Opportunity 📋</th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Confidence</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Highlight wins</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Foster confidence through recognition</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Custom Framework]</td></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Motivation</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Align personal goals with tasks</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Boost drive and initiative</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Custom Framework]</td></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Self-Coaching</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Promote self-improvement</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Encourage autonomy in skill development</td><td colspan="1" rowspan="1" style="vertical-align: baseline">[Custom Framework]</td></tr></tbody></table></div><h4 style="text-align: start">STEP 4 | Data-Driven Coaching Impact</h4><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1">Example 📂</th><th colspan="1" rowspan="1">Challenge 📈</th><th colspan="1" rowspan="1">Data Point 📍</th><th colspan="1" rowspan="1">Goal 🧷</th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Light Discovery</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Dominating conversation</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Talk time percentage</td><td colspan="1" rowspan="1" style="vertical-align: baseline">40% on calls</td></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Objection Handling</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Steamrolling objections</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Patience score</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Improve by 1.5 seconds</td></tr></tbody></table></div><h4 style="text-align: start">STEP 5 | Track Team Progress (Questions for Reflection)</h4><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1">Progress Check ✅</th><th colspan="1" rowspan="1">Question 🔎</th><th colspan="1" rowspan="1">Purpose ✍🏼</th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Slow to Show</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Why? What did you learn?</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Understand and address delays in progress</td></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">Stagnating</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Can we combine approaches for better results?</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Strategize to increase performance</td></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline">New Problems</td><td colspan="1" rowspan="1" style="vertical-align: baseline">How to address new challenges?</td><td colspan="1" rowspan="1" style="vertical-align: baseline">Adapt and overcome unforeseen obstacles</td></tr></tbody></table></div>

Sales Coaching Template