RevPhos

Coaching Kit · Example

One person's plan, and their manager's guide.

What the kit gives each seller and manager, shown for one fictional Account Manager at Northgate Logistics.

Example with fictional data: the company, people and scores are made up.

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One-page coaching plan Example · fictional data

Maya Okafor

Account Manager · Northgate Logistics · Manager: Daniel Reyes

Build on: Listening and applying and Account growth. Focus next: the three skills below.

Discovery

Score 48 / 100

What the simulation saw

Moved to a quote after one question about volumes; did not ask what was driving the change in shipping lanes.

What good looks like

Asks open questions about the business problem, the cost of doing nothing and who else is affected before proposing anything.

Practice drills

  • Five-question opener. Before each customer call, write five open questions about the customer's business. Use at least three on the call.
  • Call replay. Once a week, replay one call with your manager and mark each point where a question would have uncovered more.

Negotiation and margin

Score 52 / 100

What the simulation saw

Offered a 6% discount at the first push-back without asking for anything in return.

What good looks like

Holds price with value first, and trades any concession for something of equal worth: volume, term or faster payment.

Practice drills

  • Give-get list. Write three things you could ask for in return for each concession you might make. Keep it beside you on pricing calls.
  • Price push-back role play. Ten minutes a week with a peer: they push back on price three ways, you answer with value before any number moves.

Pipeline and forecast discipline

Score 55 / 100

What the simulation saw

Left two stalled deals at 'proposal' for over 60 days with no next step booked.

What good looks like

Every open deal has a dated next step with the customer, and the forecast is updated the day something changes.

Practice drills

  • Friday pipeline sweep. Fifteen minutes each Friday: every deal gets a dated next step, or moves stage, or closes lost.
  • Next-step rule. End every customer call by agreeing the next step and its date, and log it before the next call.

30 / 60 / 90 days

Days 1-30

Use the five-question opener on every new conversation. Friday pipeline sweep each week. One call replay with Daniel each week.

Days 31-60

Add the give-get list to every pricing call. Price push-back role play weekly with a peer. Keep the pipeline sweep going.

Days 61-90

Lead one discovery-first pitch for a new lane with Daniel observing. Review the quarter's margin and pipeline with Daniel.

Manager's one-to-one guide Example · fictional data

One-to-ones with Maya Okafor

For Daniel Reyes · Use one skill per one-to-one, in this order

1. Discovery

Questions to ask

  1. On your last new opportunity, what did you learn about the customer's problem before you talked price?
  2. Which question opened the conversation up the most this week?
  3. Where did you feel the urge to propose early, and what held you back or didn't?

What to listen for

The customer's words, not the product's. Listen for a business reason and a cost, not just a quantity.

2. Negotiation and margin

Questions to ask

  1. Walk me through the last time a customer asked for a lower price. What did you get in return?
  2. What is the margin on the deal you are working now, and what is your walk-away?
  3. Which part of our value did the customer push back on, and how did you answer it?

What to listen for

Whether concessions are traded or given. Listen for a planned walk-away before the call, not after it.

3. Pipeline and forecast discipline

Questions to ask

  1. Which deals have not moved in 30 days, and what is the next step on each?
  2. What would have to be true for your top deal to close this month?
  3. Which deal would you remove from the forecast today, and why?

What to listen for

Dates and evidence from the customer, not hope. Listen for deals the seller is reluctant to close out.

Results are a starting point for a coaching conversation, alongside what you know of Maya's work.