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[VIDEO] Sales Coaching by Ambition's VP of Sales

Mark McWatters walks us through the 5 questions he asks in his weekly 1:1s.

(Note: If you haven't yet taken a spin through our Sales Coaching Templates — now's the time! Download Mark's template here, or browse them all.)

As the VP of Sales at Ambition, Mark oversees a team of account executives and SDRs, each with unique goals, challenges, strengths, and growth areas. In order to coach effectively and tailor 1:1s to meet the needs of every team member, Mark has created an easy-to-follow (and copy!) framework.

Sneak a peek of Mark's sales coaching template in the short video below, and follow along as he walk us through the 5 questions he asks in his weekly 1:1s. (Or read on for the main highlights!)

Consistency is key

Mark's biggest piece of coaching advice: be consistent. Never leave your reps guessing what's coming next (or wondering what just happened). Here are some other quick tips straight from the horse's mouth:

  • Share questions ahead of time, so reps have time to reflect and prepare responses.

  • Track questions, meeting notes and action plans online and share with individual reps, so goals remain top of mind and everyone's held accountable to anything agreed upon in the 1:1.
  • Make sure questions are clear and straightforward, with a mix of observation, reflection, and application questions.
  • Celebrate every win. 

See the 3 levers you can pull to get a bigger lift from your team: download our Moving the Middle playbook today!


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About Ambition
Sales Leaders, HR Professionals, and C-Level Executives use Ambition to recognize, motivate, and develop employees into more engaged and productive versions of themselves. Funded by Google, used by the Fortune 500, endorsed by the Harvard Business Review.

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