Manager Coaching & Development
The manager's real job: making reps better.
Workflow
Step 1Manager Assessment
ObjectiveAssess the manager.
InputPerformance, 1:1s
OutputManager view
Key activities
Assess the manager's coaching capability
Decision points
Where do they grow?
Tools: AssessmentRoles: Leadership
Success: Assessed
Quality gate: Go: honest. Loop back: assumed.
Why it matters
- The manager is the highest-leverage rep developer. Coaching cadence and quality predict team performance more than any other input.
Best practices
- Coaching cadence: weekly 1:1s with a skill focus.
- Coach the call, not just the numbers.
- Give feedback immediately and specifically.
- Develop a plan per rep — one skill at a time.
Common mistakes
- 1:1s that are pipeline review, not development.
- Feedback only at reviews.
- Coaching everyone the same way.
Key questions
- What is this rep's highest-leverage skill to grow?
- Did coaching change behavior last week?
Agents that drive this
Workflow Builder
Tools we use · alternates in [ ]
Notion[ Confluence, Obsidian ]Claude[ OpenAI, DeepSeek, Gemini ]