Your reps get a partner every week. You get the truth about what's happening. Your reps aren't short on talent — they're short on someone asking the right question every week. That's my job. I'm in it with them.
The best sales reps follow up. Most don't.
And you don't have the time to make sure they are. That's where I come in.
Before the call. A form from your rep: did they hit last week's goal — yes or no.
On the call. They lead with this week's goal. I follow up to make sure they're tracking toward it.
The topic. Topics come from your reps, shaped by what you and their manager want them working on. The group votes, and the ones with the most votes drive the sessions.
What you keep. Every topic becomes a written reference document your team keeps and uses.
The room. Five to six reps. Small by design — I want interaction, not an audience.
One hundred percent about them. Where they stand against their bigger goals, and the single problem they most want to solve one-on-one. This is where the real obstacles surface.
A short form to you and their direct manager. Is your rep progressing? Is the company getting exactly what it needs out of this? What insight can you give me, and what should we shift our focus to next quarter?
Two full weeks tracking how their days are actually structured — not how they think they are. Almost nobody has looked at this honestly. It's the most uncomfortable and most useful exercise of the six months.
The group may include reps from inside your industry and outside it. Different rooms, same obstacles — and it helps to hear someone else name the thing you've been stuck on.
Five to six reps means every person answers for their goal out loud, every week, in front of people whose opinion they care about.
Additional time bills at $150/hour ($100 off hourly rate) and is always approved by the company first.
Tell me how many you have and what you want them working on. I'm starting with one call a week — the owners who come in now help build it.