Worksheet · Sales Effectiveness Health Check
Put joint calls in the calendar
Managers coach the new reps and the struggling ones, and the middle of the team goes years without it. This sheet books a joint call with every rep and records each debrief. It builds the Competent step of the check:
Every rep has a joint call with their manager on a set rhythm, with a debrief afterwards about what to do differently.
A joint call is a visit together or, for a phone team, a call the manager sits in on.
Step 1. Book the rhythm
| Rep | Where they sit (new, middle, top) | Joint calls a quarter | Dates booked |
|---|---|---|---|
| e.g. Rep 5 | Middle | 3 | 12 Feb, 11 Mar, 8 Apr |
Start with the middle of the team. They have the most room to move and get the least attention.
Step 2. Debrief each call in ten minutes
| Rep | Date | Customer | What worked | Two things to work on | Seen at the next joint call? |
|---|---|---|---|---|---|
Keep the same two things until they show up at the next joint call.
A business under 50 people: the owner or sales lead sits in on one real call with each seller every month. Skip the column for where they sit; the debrief and the two things stay the same.
Done when: every rep has joint calls booked on a set rhythm, and each call has a written debrief.
Adapted from our own sales-organisation reference (PSP, 2011).
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.