.png "Ebook Digital Reader - Monica (18)")
Most field coaching follows the same pattern: the manager talks, the rep nods, and by the next visit, little has changed. It's not a motivation problem. It's a coaching effectiveness problem, and most organizations haven't solved it because managers have never been given a practical way to coach.
Evidence-Based Coaching (EBC), grounded in 75,000+ coaching conversations, gives first-line managers a repeatable system for developing their people and a clear focus on where the biggest performance opportunity actually lives.
Check out our EBC resource and learn how managers can: .png?width=400&height=400&name=Ebook%20Digital%20Reader%20-%20Monica%20(18).png)
➤ Focus on the 1-2 skills that move the needle on commercial priorities, not everything, everywhere, all at once
➤ Set clear development goals so reps always know what they're working toward and why
➤ Engage before, during, and after every field visit, not just in the debrief
➤ Write coaching that creates continuity and keeps development alive between visits
If you're responsible for sales performance, coaching quality, or developing first-line managers, this is what better coaching looks like in practice.
L&D has a coaching story. Senior leadership has a growth problem. Too often those two conversations never meet, and it’s usually not because the work isn’t good. It’s the frame...
Read More →
Picture two managers - Manage “A” and Manager “B.” Both have similar-sized districts with a similar account base. Their teams sell the same product, have essentially the same access. Their...
Read More →
From July 20–22, I joined Claire Davids and a room full of ACTO customers, partners, and life sciences leaders in Boston for the 2026 ACTOvation Summit. The theme was “Turning...
Read More →