Curious, how do you balance doing this consistently with the time it takes? Do you manage to keep it up for every rep, every call?
May, Great question. Here’s how I’ve tried to balance it without making it feel like the main KPI:
I lean on 'team champions'. These are reps who consistently hit quota and are strong ICs. As part of their OKRs, each champion is paired with teammates who need support on call skills and other aspects. It’s been a win-win as the learning curve is faster when reps learn from peers, and champions also get leadership exposure and most importantly, they feel valued in the system.
The Slack feedback piece happens in a 3-way thread (rep + champion + me). This also goes on our document in our Sales Team Notion for monthly tracking and helps me evaluate the progress quickly.
The added benefit: I don’t have to be on every call. Reps who improve quickly “swim on their own,” while I focus more of my time on those who need extra coaching.
Not saying this is one-size-fits-all, but for us it’s been a scalable and evolving way to coach without burning 'too much time'.
