Sales team training
Onboarding, coaching, role-play and evaluation: how to train a sales team and shorten the time until a new sales rep is productive, without relying on talent.
The complete guide to this topic is B2B sales training. The other articles go deeper into parts of it.
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Sales variable compensation: how to build a simple, fair plan
A commission plan shapes how the team behaves. See models, the margin math, accelerators, legal precautions and how to test before launching.
How to hire your first sales manager: a guide for business owners
The best sales rep isn't always a good manager. See when to hire, which profile to look for, how to interview and how to run the first 90 days.
How the owner steps out of sales operations without sinking revenue
The owner only stops being the best salesperson when what they know becomes process. See the transition in stages, from documenting the method to the first hire.
How to evaluate sales reps fairly: criteria and metrics
Evaluating a sales rep only by closed deals ignores everything that leads up to them — and often punishes those who operate well while rewarding those who got lucky with the funnel. See how to build a fairer, more useful evaluation.
How to build a data-driven sales culture
Having a dashboard isn't having a data culture. A data-driven sales culture is when the whole team — from the sales rep to the manager — uses information to decide, learn and improve. Here's how to get there.
How to motivate your sales team with clear targets (without toxic pressure)
Targets that suffocate the team produce the opposite of the intended effect. The difference between a target that motivates and one that paralyzes lies in how it's set, communicated and tracked. Here's how to get it right.
Essential B2B sales rep skills in 2026
Persuasion and charisma are no longer enough for the B2B sales rep of 2026. The market demands a more consultative, data-driven profile that can work multiple channels consistently. See which skills make the difference.
Sales role-play: how to run simulations that work
Role-play is one of the most powerful tools in sales training — and one of the most underused. Simulations without structure and without a debrief don't change behavior. Here's how to do it differently.
How to build a career path for B2B sales reps
Sales teams with high turnover almost always share one thing: no clear path for growth. A well-structured career path retains the best sales reps and guides the development of the entire team.
Sales coaching: how to structure productive 1:1 sessions
Most 1:1 sales coaching sessions turn into pipeline reviews. Here's how to structure meetings that actually develop the sales rep, with a clear agenda, conversation data and a commitment to action.
How to build a sales script your reps will actually use
Most sales scripts end up in a drawer in the first week. The problem isn't the format — it's how they're built. Here's how to create a sales guide the team adopts, adapts, and uses every day.
How to handle objections on WhatsApp: practical techniques
Objections on WhatsApp work differently than objections in a meeting. Without nonverbal cues, every word counts. Learn how to train your team to handle objections over chat effectively and without being pushy.
How to give sales feedback based on real conversations
Feedback like "be more persuasive" changes nothing. What transforms sales reps is specific feedback, anchored in real situations and given frequently. Learn how to structure that process on your team.
How to train sales reps to use WhatsApp as the main channel
WhatsApp has become the main B2B sales channel in Brazil — but most teams use it on instinct, with no process. Learn how to train your team to sell on WhatsApp with method, cadence, and consistency.
How to build a sales rep onboarding that cuts ramp time
Poorly structured onboarding is the main reason new sales reps take so long to produce results. See how to build a sales onboarding process with clear phases, grounded in real conversations.