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01 Executive 04 Demand 09 Hiring & 21 Sales 44 Technology & 51 Resources 55 Directory
Sales
Demand
Hiring &
Technology &
Executive
Resources
Directory
Training
Management
Generation
Summary
Experimentation
Experimentation
Management
Generation
Training
Summary
Sales Management: Coaches Corner – Individual
Call Listening with Agents
Every month, the Sales Manager will conduct one on
one coaching sessions with the BPA. During these
sessions, the Sales Manager and BPA will listen to and
review several calls together. In these coaching sessions,

it is important for the BPA to do most of the talking (the
Sales Manager’s job here, is to ask guiding questions

that help the BPA reflect on their approach and overall
conversation structure, successes and challenges -
80-20% rule). These sessions will result in both parties

verbally agreeing to any necessary next steps or
follow-up actions.

Performance Improvement Plan

New BPAs have two Key Performance Indicators:
qualified opportunities and potential revenue. All new
hires and BPAs must exceed the KPI goals within a

defined timeline, both of which will be outlined by Confidential. For Microsoft Office 365 Internal and Channel Partner use only.
management. The Performance Improvement Plan, or

PIP, is used to document these goals and provide
direction and an action plan to assist BPAs in meeting
their goals.

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