COACHING PLAYBOOK - The Only Coaching Conversation Managers Need - A Step-By-Step Conversational Strategy and Coaching Talk Track

Sep 22, 2026

A sales coaching playbook focused on a manager-to-rep conversation designed to secure alignment, buy-in, commitment, and a reliable execution framework for yearly goals. It outlines a 7-step strategic conversation plus coaching talk tracks and questions that build skills, messaging, fearless attitude, self-accountability, and time-management structure. The content emphasizes proper expectations, trust-based relationships, enrollment-based vulnerability, and ongoing coaching evidence to ensure expectations for performance and accountability are clearly set and managed all year.

LanguageEnglish

CategoryPresentations

FormatPDF

Pages12

Reading Time4 min

AccessFree to download

Coaching Conversation Playbook

7-Step Strategic Conversation Overview

Step 1: Positioning the Goal Attainment/Success Plan Review

Tip: Strategic Communication and Questioning

Baselines for the Strategy

Coaching Talk Tracks and Enrollment Prompts

Step 2: Set Intent

COACHING PLAYBOOK THE ONLY COACHING CONVERSATION MANAGERS NEED THAT WILL ENSURE YOUR SALES TEAM ACHIEVES THEIR GOALS A Step-By-Step Conversational Strategy and Coaching Talk Track To Develop Their Skills, Confidence, Attitude, Accountability & Buy-In Around Their Goals Copyright © Keith Rosen 2020. Profit Builders, LLC-All Rights Reserved – [KeithRosen.com](KeithRosen.com) Sales quotas are set, but is there alignment, buy-in, COMMITMENT anda bulletproof strategy to achieve them? Are you certain your sales team has the SKILLS, MESSAGING, fearless ATTITUDE, SELFACCOUNTABILITY, TIME MANAGEMENT strategy, and structure to thrive? And are they excited about what they can achieve this year? Here’s the 7-step strategic conversation that gets your salespeople confidently committed to their goals, strategy, and the coaching needed to ensure they execute, excel, and enjoy the process. This isn’t just about setting the right goals. You have that conversation, good or, well, most of the time, ineffectively. (Example: "Here's your quota for the year. I know you can do it! Make it happen!") This is about the conversation most managers are NOT having that goes overlooked, which will determine whether that salesperson will have a successful year. It’s the deeper conversation between management and each person on their team that needs to take place after the goals are set—the conversation that not only covers strategy, alignment of goals and responsibilities, but encapsulates everything to ensure expectations around coaching, performance and personal accountability are clearly set, managed, and aligned to ensure success throughout the year. What follows is the 7-step conversation, coaching talk tracks and questions you need to effectively conduct this conversation, so that each person can develop, and own, a clear path to achieve their goals. Fine-tune this conversation to fit your situation and the needs of each person you're managing. Note that this template is incredibly thorough to ensure you develop an impenetrable foundation and blueprint for success, providing you with the peace of mind and confidence that you'll achieve your sales targets without the daily worry or stress! Tip from the Coach: Transform from just being a strategic thinker and become a strategic communicator and questioner. This strategy is guaranteed to work, as long as the following baselines are in place: 1. Clear expectations around coaching have been set. 2. You're already effectively and consistently coaching your people—and you have feedback and evidence to support the value they gain from your coaching. 3. You have a relationship built on trust, not seniority nor obligation with your people. 4. The sales goals are already set for the year. This 7-STEP STRATEGY will create the trust, alignment, strategy, messaging, accountability, skills, attitude, and the collaborative focus needed for you and your team to create your best year yet! Step 1: Positioning the Goal Attainment/Success Plan Review This is a short step that’s too important to rush. After all, planning and training for the race IS always more important and takes longer than the race itself. If it's part of your company culture and normal business cadence for your salespeople or your sales managers (if you're a manager of managers) to develop their yearly sales plan, do a quick level-set to ensure they're comfortable creating their sales/business plan to attain their goals. From The Sidelines: This conversation is not time sensitive. That is, while it’s most effective at the beginning of your fiscal year, you can always enroll people in this conversation, AT ANY TIME, while building trust and resetting your relationships, if needed. If you fail to set proper expectations and create the shared alignment around a common goal, you’re leaving it up to your direct reports to form their own conclusions and assumptions around your agenda, which breeds worry and uncertaint

FAQs

What is the purpose of the coaching conversation in this playbook?

It creates alignment and buy-in so salespeople commit confidently to yearly goals, strategy, and the coaching needed to execute, excel, and enjoy the process.

What baseline conditions are required for the 7-step strategy to work?

Clear coaching expectations must be set, coaching must be happening with feedback and evidence, trust-based relationships must exist, and the sales goals for the year must already be established.

How should managers start Step 1 of the process?

Managers should review and level-set the goal attainment/success plan, ensuring the salesperson is comfortable creating the yearly sales or business plan and understands shared alignment around a common goal.

Sep 22, 2026

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