Why sales coaching isn’t working in your team
Before asking managers to coach more, look at what fills their week. A practical way to find space for coaching that helps people improve.
Understand your buyers, get more of the right deals moving and help your team sell better.
Every month, I take a sales problem you’ll probably recognise, dig into the research and share my take on what to do about it.
For founders and sales leaders who have enough on their plate already.
20+ Years in sales
3000+ Sales calls reviewed
Sound familiar?
Or perhaps the pipeline looks healthy, but the same deals keep slipping into next month.
Your sales manager is flat out, yet the team still needs them to step in and close.
These are the problems I explore in The Sales Diagnosis, my monthly B2B sales newsletter.
Why they happen. What’s worth checking. And what I’d do before sending another follow-up, hiring another salesperson or buying another tool.
Expect research, examples and a point of view. Including the occasional reason to question advice you’ve heard a hundred times.
Before asking managers to coach more, look at what fills their week. A practical way to find space for coaching that helps people improve.
An informed buyer can still be an uncertain buyer. Why another follow-up may miss the problem, and what to explore before sending it.
I’m Paula. I’ve spent more than 20 years in sales, commercial leadership and building businesses.
At PBC, we’ve reviewed over 3,000 sales calls and analysed thousands of lost opportunities. That work shapes what I write about here.
I’m interested in the part between “we had a good conversation” and “we won the business”. What buyers need, where teams get stuck and what leaders can do to help.
Each month, I’ll share something worth looking at in your own business.
THE SALES DIAGNOSIS
Each month, I take one familiar sales problem, look at the research and share what I think is worth doing differently.
Something to bring to your next sales meeting.
