Feedback First: The Starting Point for Better Sales CoachingListen for What Isn’t Said: The Coaching Skill Most Managers MissEpisode 275 (Keith is based in Philladephia)

In this conversation with Keith Willis, we explore:

• why real coaching starts with clarity, not a barrage of questions
• how an Army leadership mindset accelerates business coaching outcomes
• the pharma sales reality and why managers must coach for influence over time
• a practical cadence for field rides, feedback, and field coaching reports
• a three-step coaching move: say it, support it, then ask for their view
• spotting belief barriers (like “I hate being closed”) and reframing them with stories
• listening for the unsaid—naming hesitancy to surface the real issue
• how to kick-off a coaching culture with a 7:1 positive feedback ratio

---

About our guest, Keith Willis:

Keith is the president and founder of Core Management Training. He helps organizations build leadership competencies, coaching systems and sales performance frameworks that strengthen managers and elevate teams.

A former U.S. Army Captain he honed his skills in team building, strategic planning and leadering before translating those lessons into coaching for leaders in the pharmaceutical industry.

Learn more about Corel Management Training and their programs https://coremanagementtraining.com/

---

Key Learning Points:

• change is constant—assume the environment will shift and prepare people to adapt.
• military leadership and great business coaching share more similarities than most think.
• start with assessment before training: interviews, 360s, and gap-mapping.
• pharma selling is influence over time, not a one-meeting close—so coach for the long game.
• field ride-alongs plus clear field coaching reports (FCRs) remain essential.
• the common coaching mistake: endless questions that hide the manager’s point of view.
• better sequence: say it, support it with observations/data, then ask for reaction.
• coach beliefs, not only skills (e.g., why a rep avoids closing).
• listen for what’s not said; name hesitancy and invite the real conversation.
• to launch coaching at scale: begin with positive feedback, aim for a ~7:1 ratio before tougher notes, use a simple model, and weave coaching into 1:1s.

---

----more----

Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok

George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George

www.SpeechCoachforExecutives.com

https://superiorpresentations.net/

https://www.linkedin.com/in/georgetorokpresentations/

https://www.youtube.com/user/presentationskills