Mid-Year Sales Coaching: Coach for the Next Six Months

Welcome to the Performance Minute with the Performance Development Group. Midyear is here and most managers are about to walk into coaching conversations focused on what just happened. The problem is that moment has already passed. The most effective coaching conversations aren't about the past six months. They're about the next six. So what you should be asking is what does your rep need to be able to do in quarter 3 and quarter 4?

And are they prepared for it now? Here's a simple exercise you can perform before your midyear conversations. Imagine it's January of 2027. You've pulled your entire team into the room. What's the one thing you need them to be doing differently to execute with excellence? Whatever your answer is, that's your coaching goal for the second half of the year.

Remember to focus on what they need to do to become that top performer, not what they did. Success today does not guarantee success tomorrow. The coaching conversation that prepares your team for what's coming is the one that changes that second half. This is Performance Minute. See you next time.