The OPRC framework
- Observe: watch the rep in action
- Probe: ask what they noticed
- Recommend: suggest specific adjustment
- Confirm: verify the rep will try it
Skill vs will diagnosis
- Skill gap: train and practice
- Will gap: motivation and clarity
- Context gap: support and resources
Common rep coaching needs
- Discovery quality
- Multi-threading
- Objection handling
- MEDDPICC adoption
- Forecast accuracy
Frequently asked questions
How do I coach a sales rep?
Use the OPRC framework: Observe, Probe, Recommend, Confirm. Diagnose whether the gap is skill, will, or context.
CTA
Coaching reps needs deal data. CRUSH provides it. [Book a Demo]
