Coaching kit · Sales team readiness · Fall 2026
Jordan Patel: the next 90 days
Three skills to work on, one at a time, chosen from the assessment as the ones that matter most for the role and have the most room to grow. Keep using the strengths below while you do.
★ Product and application knowledge. Be the go-to person on a category and run a short session for the team.
★ Team selling. Offer to set up a regular account review with your partner rep.
1
Proactive prospecting
Starts conversations the customer did not ask for, aimed at the right accounts, with a reason to talk.
Where it can slip: Reaches out when assigned or prompted. Messages are generic, and outreach stops when inbound work picks up.
What good looks like: Runs a steady weekly outreach rhythm against a prioritised list, opens with a relevant reason and logs every touch.
Practice drills
- Two protected windows. Book two 30-minute outreach windows each week. Before each one, pick ten accounts and write one line on why each, why now.
- Opening swap. Each week, try one new opening line on five calls or emails and keep a tally of which ones get a reply.
2
Account growth
Grows existing customers by finding and acting on whitespace: lines, sites and services they buy elsewhere or not at all.
Where it can slip: Fills what the customer asks for and suggests an add-on only when it is obvious.
What good looks like: Reviews buying history and routinely suggests related items and adjacent categories.
Practice drills
- Whitespace map. For your top five accounts, list what each buys from you, what it buys elsewhere and what it does not buy at all. Pick one gap to raise this month.
- Rest of the job. On every incoming order or request, ask one question about what else the customer needs for the same job or project.
3
Written communication
Reads what a customer actually asked for and replies clearly, accurately and in a tone that keeps the relationship.
Where it can slip: Misses or misreads parts of customer requests; replies are defensive, vague or need correcting.
What good looks like: Answers every point a customer raises, plainly and politely, and confirms anything ambiguous.
Practice drills
- Answer every point. Before replying to a customer, list each question they asked and check every one is answered.
- Next step last. End every customer message with a clear next step and a date.
The 30, 60 and 90-day plan
Days 1 to 30
Proactive prospecting
Goal: Runs a steady weekly outreach rhythm against a prioritised list, opens with a relevant reason and logs every touch.
- • Two protected windows: Book two 30-minute outreach windows each week. Before each one, pick ten accounts and write one line on why each, why now.
- • Opening swap: Each week, try one new opening line on five calls or emails and keep a tally of which ones get a reply.
- • In your one-to-one, talk through: Which conversations did you start this week that the customer did not ask for?
Days 31 to 60
Account growth
Goal: Reviews buying history and routinely suggests related items and adjacent categories.
- • Whitespace map: For your top five accounts, list what each buys from you, what it buys elsewhere and what it does not buy at all. Pick one gap to raise this month.
- • Rest of the job: On every incoming order or request, ask one question about what else the customer needs for the same job or project.
- • In your one-to-one, talk through: Which of your accounts has the most room to grow, and what is the next step there?
Days 61 to 90
Written communication
Goal: Answers every point a customer raises, plainly and politely, and confirms anything ambiguous.
- • Answer every point: Before replying to a customer, list each question they asked and check every one is answered.
- • Next step last: End every customer message with a clear next step and a date.
- • In your one-to-one, talk through: Show me a recent message to a customer that you were pleased with. What made it work?
- • Review all three focus areas with your manager against what proficient looks like, and agree what to keep doing.
For Jordan’s manager
One-to-one guide
Take one focus skill per month. Ask the questions, listen for the signs below, and agree one thing to try before the next one-to-one.
Days 1 to 30
Proactive prospecting
- Which conversations did you start this week that the customer did not ask for?
- How did you choose who to contact, and what was your reason for reaching out to each?
- When the week got busy, what happened to your outreach time?
Listen for: A list chosen on purpose and a specific reason to call, not just activity counts. Outreach that survives a busy week.
Days 31 to 60
Account growth
- Which of your accounts has the most room to grow, and what is the next step there?
- What does your biggest customer buy from someone else today?
- Which account has bought less recently, and do you know why?
Listen for: Specific gaps in specific accounts, and a planned next step, rather than general hopes to grow.
Days 61 to 90
Written communication
- Show me a recent message to a customer that you were pleased with. What made it work?
- Which message this month needed a second email to clear up?
- How do you handle a reply to an upset customer?
Listen for: Clear, complete replies with a next step, and a calm tone with difficult messages.
The kit is a starting point for coaching, built from one assessment. It is not a performance rating.