Sales training and coaching · Coaching the sales team
Find the one stage where each rep loses deals, and fix only that.
A per rep funnel diagnostic compares every rep's conversion at each stage of the sales process against the team and shows where that individual falls behind. It covers the table to build, the single stage to coach, and how to share the data without embarrassing anyone.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A per rep funnel diagnostic compares every rep's conversion at each stage of the sales process against the team and shows where that individual falls behind. It covers the table to build, the single stage to coach, and how to share the data without embarrassing anyone.
Three reps at a Nashik farm-equipment dealer each report about the same number of enquiries. One closes twice as many orders as the others. The manager gives all three the same advice, which is to follow up more, and nothing changes.
The diagnostic is a table. Rows are reps, columns are the stages from your process map: enquiry, contacted, visit done, quote sent, order. Under each column, the share of the previous stage that reached it. The stage where a rep's share drops furthest below the team's is the one to coach.
The sales manager builds it from the tracker and picks one or two fixes per rep. The owner gets the summary but not the shaming rights; figures are shared with each rep alone.
It replaces advice such as work harder. It comes after the monthly one to one has given you numbers every month, and before the call review, where you listen to the actual stage that went wrong.
Where this sits
Topic 6 of 8 in sales training and coaching: coaching the sales team. Coaching routines a manager runs weekly and monthly.
- The topic before
- Team foundations
- The topic after
- Hiring and onboarding sellers
If you want this done for you
Sales blames the leads, marketing blames the reps, and nobody has the data to settle it.
The work
What this is actually like.
“Small numbers lie”
A rep with six quotes who closed one has a seventeen percent rate, and next month it could be thirty-three or zero. Combine three months before you judge, and ignore any stage with fewer than ten deals.
“Territory differences hide in the funnel”
A rep handling the old city and one handling the new layouts do not get the same enquiries. Compare reps within a similar territory or lead source, and note when a rep inherited warm accounts.
“One fix, not a list”
Managers hand over six improvements. The rep does none. Pick the stage with the widest gap and write one change for it. The rest wait until that stage moves.
“Private data stays private”
Show each rep their row against the team average, not against a named colleague. In an Indian small team, ranking on a wall or in a WhatsApp group damages the very rep who needs help.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The rep by stage table
One row per rep, one column per stage, with counts and the share that moved on. Three months of data, with the team average in the last row.
Result: Finished when each cell's number can be traced to rows in your tracker.
The gap column
For each rep, the stage with the biggest negative gap to the team and the size of the gap.
Result: Finished when each rep has exactly one stage named.
The one-fix note
A line per rep: the stage, a probable cause, one change to try for four weeks, and how it will be measured.
Result: Finished when the rep has read the note and agreed to try the change.
The re-run date
The same table rebuilt after the trial period and the two compared.
Result: Finished when the gap moved, or the cause was rewritten.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
What if the tracker data is incomplete?
Should reps see each other's rows?
Does it work with a team of two?
How is this different from the monthly one to one?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of coaching the sales team
Or read all of sales training and coaching.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.