Company founders and leaders:
You can't coach your way to quota if the wrong people are in the seats.
It’s a mistake I see too often at the executive level:
Investing time, training, and resources into reps who simply aren’t coachable or trainable.
📢 They show up.
📢 They attend training.
📢 They nod along.
🤔 But they don’t change.
You thought of someone when you read that, right? We all know some.
Meanwhile, the real producers, the ones who want to improve, get overlooked because they’re quiet about it.
The real salespeople:
- Coachable reps want and need feedback
- They apply it, test it, refine it
- They’re open to change, even when it’s uncomfortable
- They understand performance is earned, not entitled
As a sales leader or board member, you need to know:
- Who specifically can improve, how fast, and whether it’s worth the effort
I talk about this all day long - have we talked yet?
Because not everyone with a quota is worth the coaching investment.
We have found most reps will self-select out when they know you know that they are not motivated nor have the will to succeed.
We help leadership teams cut through the noise to pinpoint:
😎 Who’s holding the team back
🤩 Who’s capable of more
🤔 Who should be on the bus—and in which seat
If you’re betting on growth, don’t assume every rep is a growth asset.
Start by identifying who is coachable.
There are 21 top core competencies for sales success. Do you know what they are?
Click here for the white paper
Lori Richardson is Founder & CEO of Score More Sales, a top B2B sales strategy firm helping mid-sized companies grow revenues by solving key sales issues - like recruiting, retention, building an inclusive sales team, process, pipeline, and leadership. Lori is President of WOMEN Sales Pros ® - a community created to get more women into sales, AI-powered and sales leadership. She speaks to CEOs on topics of sales growth, the power of mindset, and the importance and value of strong sales culture. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Salesforce named Lori a Top Sales Influencer in 2021 -2025. Lori has been named a top sales influencer over the years by LinkedIn as well as many other companies and organizations. Her book, She Sells is on hiring more women for B2B sales roles. Subscribe to the award-winning blog, follow her on Instagram, X, and LinkedIn – plus elsewhere here.