Winning by Design™
Managing
for Impact
Session 2 · High-Impact Coaching & the Coaching Cadence. From a one-off review to a rhythm that compounds.
Session 1The REKS Coaching FrameworkModules 1 & 2
Session 2Effort to KnowledgeModules 3 & 4 · You are here
Session 3Knowledge to SkillsModules 5 & 6
Session 4Ongoing Skill DevelopmentModules 7 & 8
What we're
covering today.
MODULE 3
High-Impact Coaching
Game tape. Review real calls, find the one skill to drill, and build a call-coaching analyzer in Claude.
MODULE 4
Coaching Cadence
Turn one-off reviews into a weekly rhythm, and build your own coaching cadence in Claude.
Last week you took on
three reps. How did they go?
- 1You recorded an SSSS roleplay setup with your team.
- 2You applied the REKS framework to one direct report.
- 3You completed the pre-work for today.
Quick round: one thing that worked, or one thing that did not.
The power of the
missing tenth of a second.
Michael Phelps did not win by a body length. He won by the length of a fingernail, the result of a thousand tiny, reviewed, corrected strokes.
Not rare, massive breakthroughs
Consistent, incremental progress
The extra stroke
Session 2 · Module 3 · High-Impact Coaching
Game Tape.
Skills Coaching.
The fastest way to improve a skill is to watch it, name the one gap, and drill it. Just like the tape.
Coaching has been about
results, not development.
- →Past training lost momentum after 2 to 3 weeks.
- →Coaching defaults to "where are my deals?", a lagging indicator.
- →Stickiness beyond launch is the number one ask.
So today is built around the things that actually stick: a repeatable way to coach skills, and a cadence to keep it alive.
How are we using
call coaching today?
Micro-Skills
Are we coaching one specific skill, or reviewing the whole call at once?
Group vs 1:1
What belongs in a team review, and what belongs in a private conversation?
Do's and Don'ts
What sets the team up to feel safe, not exposed?
AI Before and After
How could AI prep the call review, and follow up after it?
Two real FCTG calls.
Watch like a coach, not a critic.
As you watch: where does discovery stop? What is the one micro-skill you would drill first?
The AI Coaching Edge
Drop a dozen call transcripts into Claude and ask: based on SPICED, what is this rep good at, and where is the room to grow?
You walk into the 1:1 with a hypothesis, not a hunch. In a moment, you will build exactly this.
From the room
It is very eye-opening to see what you actually say on a call, versus what you think you said.
A real example: a leader rehearsed a tough fee-increase call in Claude before the meeting. It surfaced angles they had missed, and they walked in confident. The real call went the way they practiced.
Build 1 of 2 · groups of 3 to 4
Build a call-coaching analyzer you keep.
One person shares screen, everyone opens
mfi-build.pages.dev/analyzer
Click, copy the prompt, paste into Claude. A sample call is linked there too.
- 1Open the link, copy the prompt, paste into a new Claude chat.
- 2Add a call: a real Gong transcript, or the sample call on the page.
- 3Iterate as a group: change one instruction, rerun, compare. The discussion is the learning.
- 4Save it: paste the prompt into a doc or your Claude project. It is yours from today.
Share-out
What did Claude catch
that you would act on?
Each group: the one micro-skill you would drill, and the RingRing you would run.
Break.
Grab a coffee. Back in five for the part that makes all of this stick: cadence.
Session 2 · Module 4 · Coaching Cadence
The Coaching
Cadence.
A single great review changes one call. A rhythm changes a career. This is how coaching becomes a habit, not an event.
Most teams drift.
A cadence keeps the heading.
Common patterns
- ×Rely on memory after calls.
- ×Coach inconsistently.
- ×Focus on outcomes, not patterns.
A SPICED cadence
- →Conversations are consistent.
- →Discovery is repeatable.
- →Coaching is measurable.
Improvement compounds.
Conversations consistent
Discovery repeatable
Coaching measurable
Improvement compounds
The point of a cadence is not more meetings. It is small, repeated corrections that add up.
1% better every day
is 38x in a year.
1%/daycompounded = ~38x in 365 days
10%/qtroccasional big pushes = far less
"We do not rise to the level of our goals. We fall to the level of our systems."
James Clear · Atomic Habits
Different businesses
need different rhythms.
| Dimension | Corporate (B2B managed) | Retail / Leisure | Groups / Events |
|---|---|---|---|
| Sales motion | Relationship + account growth | High volume, transactional conversion | Complex, multi-stakeholder orchestration |
| Feedback loop | Slow, weeks to months | Fast, minutes to days | Medium, slow, weeks to months |
| Coaching unit | Account / stakeholder map | Call / interaction behavior | Deal / itinerary structure |
| Cadence need | Depth + strategy | Speed + repetition | Structure + coordination |
The coaching cadence chart
| Cadence | Purpose | Focus | What happens | AI assist |
|---|---|---|---|---|
| Daily | Drive immediate behavior | Effort | Listen to a clip, one observation, quick "in the moment" coaching | Call summaries, missed-step alerts |
| Weekly | Build skill and consistency | Skills | 1:1 coaching, one call review, one roleplay, pipeline hygiene | SPICED scoring, role-play partner |
| Monthly | Identify patterns, improve the system | Knowledge | Review multiple calls, trends, compare to team, adjust focus areas | Pattern analysis across calls |
| Quarterly | Calibrate the whole system | Results | Review cadence effectiveness, growth plan, validate it is working | Trend dashboards, system check |
How great leaders protect the rhythm.
Mon
Team kickoff30m, shared priorities
Clip of the day15m, one observation
Tue
1:1 coaching30m, 10 deal / 10 skill / 10 goals
Clip of the day15m
Wed
1:1 coaching30m, the rep's meeting
Pipeline reviewseparate slot, not the 1:1
Thu
1:1 coaching30m, skill + roleplay
Clip of the day15m
Fri
Team roleplay45m, the sacred hour
Wins + recap15m
Coaching keystone (1:1)Skills practiceTeam / pipeline ops
Every week1:1 plus skills practice. Newer reps weekly, veterans every other week.
MonthlyPattern review across calls, stage health, a skip-level conversation.
Quarter endBusiness review, growth plan, recalibrate the whole cadence.
Sources: Andy Grove, High Output Management (weekly 1:1s are the highest-leverage thing a manager does, run as the rep's meeting, roughly half a day per report). Sales-coaching research: a 30-minute 1:1 split 10 minutes deal, 10 skill or roleplay, 10 goals; reps who get 3+ hours of coaching a month hit quota about 7 points higher. Keep coaching and pipeline review in separate slots.
From the room
"We do roleplays every single Friday. My team knows they need a written formal excuse to miss one. We have done it for eight years. They are sacrilege."
Courtney Van Schalkwyk · Corporate Traveller, Sales Lead Asia
This is a cadence that stuck. Not because it was mandated, because it became "just what we do." When the rhythm is sacred, the fear leaves the room and the practice compounds. Eight years of Fridays is how you build a coaching culture.
The AI Coaching Edge
"Do a REKS analysis the night before the 1:1. Walk in with a hypothesis, spend the meeting coaching, not analyzing."
For your cadence: AI is what makes a demanding cadence survivable. It preps the call review, summarizes the patterns, and can even play the buyer for a roleplay. You can also build a "manager agent" that gives feedback the way you do, so a rep can practice receiving your feedback before the live session.
Build 2 of 2 · in Claude · groups of 3 to 4
Build your team's coaching cadence.
One person shares screen, everyone opens
mfi-build.pages.dev/cadence
Claude interviews you, then builds a weekly to quarterly rhythm you can start Monday.
- 1Open the link, copy the prompt, paste into a new Claude chat.
- 2Answer Claude's questions for a real team, one at a time.
- 3Pressure-test as a group: is it realistic? Where would it break?
- 4Screenshot your cadence before you leave. That is your plan for Monday.
Share-out
Three questions,
one answer each.
- 1Your cadence design in one line.
- 2The biggest gap in how you coach today.
- 3The one change you will implement immediately.
One system,
three moving parts.
SESSION 1
REKS
Diagnose: is it a result, effort, knowledge, or skill gap?
TODAY · SKILLS
Game tape + AI
Find the gap in the call data, drill it with a roleplay.
TODAY · CADENCE
The rhythm
Repeat it weekly so the improvement compounds.
Diagnose with REKS. Develop with game tape and roleplay. Sustain with a cadence. That is managing for impact.
Your three reps for the week.
- 1Run the call-coaching analyzer on one real rep's call.
- 2Implement the one cadence change you committed to today.
- 3Come back ready to share what worked, or what did not.
Both prompts are yours to keep. Save them today.
Winning by Design™
Thank you.
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