First 90 Days of Sales Manager Coaching Toolkit

For a newly promoted or newly hired sales manager, credibility as a coach gets built or lost in the first 90 days. This toolkit gives you the calendar, the scripts, and the templates to run a defensible coaching cadence from day one — before you've built your own material from scratch.

Part 1 — The 90-Day Coaching Cadence Calendar

Days 1–30: Baseline and Trust

Days 31–60: Cadence and Calibration

Days 61–90: Proof and Handoff to Independence

Part 2 — First 1:1 Expectation-Setting Script (word-for-word)

Opening:

"I want this first conversation to be about how we're going to work together, not a review of your numbers. I'll ask you three things, then tell you what I'm going to do as your manager."

Ask the rep:

1. "What's one thing a manager has done before that actually made you better at this job?"
2. "What's one skill you already know you want to get sharper at, even if nobody's told you to?"
3. "What's the one thing you'd want me to NOT do as your manager?"

Then say:

"Here's what you can expect from me: I'm going to sit in on calls and give you feedback tied to a specific skill, not just 'good job' or 'that was rough.' We'll agree on one skill at a time to work on, we'll track it, and we'll check on it every time we meet — not just when it's convenient. My job is to make you better at the craft, not just to hit this month's number through you."

Close:

"For the next two weeks, I'm building a baseline — I'm not judging, I'm watching. In our next 1:1 I'll share what I'm seeing and we'll pick the first skill to work on together."

Part 3 — First-1:1 Agenda Template

``` Rep name: Date: Manager:

1. Check-in (5 min) — how are things, no agenda
2. Their view of their own strengths/gaps (10 min)
3. What they want from me as a manager (5 min)
4. What I'll do as their manager — read the script above (5 min)
5. Logistics — cadence, tools, expectations (5 min)
6. Next steps / next meeting date

Notes:

Follow-up commitment (mine): Follow-up commitment (theirs): Next 1:1 date: ```

Part 4 — Skill Baseline Snapshot Worksheet

Use after your first 2 weeks of observation (calls, ride-alongs, pipeline review).

``` Rep name: Date of baseline:

Rate 1 (Developing) to 4 (Advanced) on each — use The Core 12 Sales Competency Framework for level descriptions.

Discovery & needs diagnosis [ ] Active listening / rapport [ ] Value / business case articulation [ ] Objection handling & reframing [ ] Negotiation & deal structuring [ ] Multi-threading / stakeholder nav [ ] Pipeline & territory management [ ] Forecasting accuracy & discipline [ ] Product & industry fluency [ ] Closing & next-step commitment [ ] Post-sale handoff awareness [ ] Coachability / improvement velocity [ ]

Lowest 1–2 scores = candidate skill focus for next 30 days:

Rep's own guess at their lowest skill (ask before you tell them yours): ```

Part 5 — Call/Deal Observation Template (skill-tagged)

``` Rep: Call/deal: Date:

What happened (factual, 1–2 lines):

Skill this moment maps to (name it — don't say "communication"):

What Developing/Proficient/Advanced looks like for this skill, in this exact moment:

What this rep actually did:

One specific thing to try next time (skill practice, not deal instruction): ```

Part 6 — Live Ride-Along Scoring Sheet

``` Rep: Account/call: Date:

Skill focus for this ride-along:

Score 1–4: Opened with a clear, non-generic purpose [ ] Asked open discovery questions before pitching [ ] Reflected back what they heard (showed listening) [ ] Connected value to something the buyer said, not a [ ] generic feature list Handled at least one pushback without deflecting [ ] Left with a specific, mutually agreed next step [ ]

Best moment observed:

Skill-building note for next 1:1: ```

Part 7 — 30/60/90 Milestone Checklist

Day 30 — pass criteria

• Every rep has had 2+ 1:1s using the template above
• Every rep has a documented skill baseline
• Every rep knows which ONE skill they're building
• You've completed the Manager Self-Audit Quiz once

Day 60 — pass criteria

• Bi-weekly 1:1 cadence has held for every rep with zero silent cancellations
• One live ride-along completed per rep
• Skill focus confirmed or changed based on evidence, not vibes

Day 90 — pass criteria

• Second Skill Baseline Snapshot complete, compared to Days 1–30
• Each rep can name their own progress before you tell them yours
• Each rep has a next 90-day skill target set collaboratively