In unpredictable markets, the temptation is to tighten the screws: more pressure, more check-ins, more dashboards.
But the best sales leaders don’t double down on control. They double down on coaching.
When economic conditions shift—and reps get nervous or distracted—what they need most is clarity, confidence, and support. Not just another pipeline review.
Coaching Is the Antidote to Chaos
At Sandler Summit, it was mentioned multiple times:
"In times of uncertainty, coaching isn’t just leadership—it’s insurance."
Coaching isn’t a luxury. It’s the strategy that keeps your team aligned, resilient, and focused. Especially when they’re getting ghosted more, decision cycles stretch, or buyers stall.
3 Coaching Moves That Keep Teams Performing
🔁 Cadence = Calm
Set a non-negotiable rhythm of weekly 1:1s. Not just for performance, but for mindset. These aren’t just KPI reviews—they’re problem-solving and belief-building sessions.
🧠 Skill Over Script
Don't teach responses—teach frameworks. Objections, for example, aren’t something to overcome. They’re something to understand. Help your reps uncover what’s really being said.
🫱 Lead With Questions, Not Answers
Top reps don’t need hand-holding—they need better thinking. Use questions like: “What’s holding this deal back?” or “What did you learn from that call?” to spark accountability.
From Coaching to Consistency
The teams that win in 2026 won’t be the ones with the flashiest tech or the longest playbook. They’ll be the ones with leaders who coach their people to greatness—especially when things get tough.
And if you're leading a team right now, ask yourself:
Do your reps know how to course-correct without you?
Is coaching part of your weekly calendar—or just when there's time?
If not, that’s where we come in.
Performance Edge helps growth-minded leaders coach with intention, build systems that don’t break under pressure, and grow teams that can scale.
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