Template: Sales Coaching Trigger Report

HubSpot's top-performing sales segment in 2022 leveraged the Sales Coaching Trigger Report. Add this resource to your management toolbelt and coach your team toward success.

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HubSpot’s VP of NAM Small Business Sales, Tara DiCristo-Schmitt, leverages this approach to manage her team which contributed to the team's achievement of being the top-performing sales segment at HubSpot in 2022. By understanding a reps mindset as they miss quota, managers can insert themselves early in the process to ensure falling short of quota doesn't become the norm.

Here's how successful sales managers coach their team members who fall below 100% goal attainment:

Month 1 below goal: The manager works with the sales rep to document a rep-driven success plan for the next month.
Month 2 below goal: The manager and sales director meet with the rep and collaboratively build a 30-day success plan.
Month 3 below goal: The director and VP meet with the rep to diagnose the gap, revisit the success plan, and make any necessary adjustments.
Month 4 below goal: If you use this framework, month 4 shouldn't happen. But if it does, it's time to consider moving the rep onto a PIP.

“Since we started this, not a single rep has missed quota three months in a row because we’re catching them early in months one and two.”

Tara DiCristo-Schmitt VP of NAM Small Business Sales, HubSpot

Generic Coaching Won't Cut It

A sales rep's mindset changes each month they miss their quota, and it impacts how they receive coaching. Understanding their mindset helps you tailor their message during each coaching session.