Data-Driven Sales Coaching and Management

The Sales Management Challenge

Great coaching requires data, but getting it is hard:

• Hours building reports - time away from coaching
• Static snapshots - data stale by the time you see it
• Activity vs. outcomes - hard to correlate
• Comparing reps - tedious manual analysis
• Identifying patterns - buried in spreadsheets

Managers resort to gut feel instead of data-driven decisions.

How Shabe Enables Better Coaching

Team Performance Overview:

"How is my team performing this quarter?"
→ Win rates, pipeline health, activity levels by rep

"Show me team leaderboard"
→ Top performers by key metrics

"Compare team performance Q2 vs Q1"
→ Trend analysis

Individual Rep Analysis:

"How is Sarah doing?"
→ Pipeline, win rate, activity summary

"Why is Mike's conversion rate low?"
→ Shabe analyzes funnel and activities

"Show me John's deals at risk"
→ Coaching conversation prep

Coaching Opportunity Identification:

"Which reps need coaching?"
→ Prioritized list with specific issues

"Who has low activity levels?"
→ Behavior coaching targets

"Show reps with declining win rates"
→ Methodology or mindset issues

Coaching Scenarios

Pipeline Reviews:

"Show Sarah's pipeline by stage"
→ Bottleneck identification

"How long are Mike's deals sitting in Demo?"
→ Process improvement opportunity

"Which reps have the healthiest pipelines?"
→ Best practices to share

Activity Coaching:

"Compare activity levels across team"
→ Identify low-activity reps

"Who's not logging activities consistently?"
→ Behavior change needed

"Show correlation between activities and wins"
→ Prove activity matters

Win/Loss Analysis:

"Why did we lose the TechCorp deal?"
→ Specific coaching moments

"What do our best wins have in common?"
→ Success pattern identification

"Show me common loss reasons by rep"
→ Targeted skill development

Performance Metrics Tracked

Output Metrics:

• Pipeline created
• Deals closed
• Win rate
• Average deal size
• Revenue attainment

Activity Metrics:

• Calls made
• Meetings held
• Emails sent
• Demo completed
• Proposals delivered

Efficiency Metrics:

• Sales cycle length
• Time in stage
• Activities per deal
• Pipeline velocity

Coaching Workflows

Monday Team Meeting Prep:

"Team performance summary for last week"
→ Data-backed discussion points

"Which deals should we review?"
→ Priority opportunities and risks

"Show team activity trends"
→ Accountability metrics

1-on-1 Preparation:

"Prepare for my 1-on-1 with Sarah"
→ Performance summary + coaching opportunities

"Show me Sarah's recent deals"
→ Specific examples for discussion

"What should Sarah focus on improving?"
→ Data-driven recommendations

Real-Time Coaching:

"Sarah just lost a big deal - why?"
→ Immediate coaching moment

"Mike's been stuck in demo stage - help?"
→ Process coaching needed

"Alert me when reps' metrics drop"
→ Proactive intervention

Measured Coaching Impact

Managers using Shabe for coaching see:

• 50% more time coaching vs. reporting
• 30% improvement in team performance
• Data-driven conversations vs. opinions
• Faster identification of issues
• Better rep development through targeted coaching

Get Started

Elevate your coaching with data. Connect HubSpot to Shabe and ask "How is my team performing?" to start coaching smarter.