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Top 10 Sales Coaching Drills for Underperformers in 2027

📖 3,865 words🗓️ Published Jun 22, 2026

Direct Answer

The Best Overall sales coaching drills pick for Underperformers is CRM Framework, the move that most consistently shifts rep behavior and pipeline outcomes in one coaching session. The Best Value pick is The 1:1 Script, where managers get strong coaching impact without a heavy weekly time tax. This list is built for sales managers, enablement leads, and RevOps partners who need ranked, practical coaching plays for Underperformers — with honest notes on lift, cadence, CRM tie-in, and what each technique fixes. Every item below is framed as a repeatable manager coaching move you can run in 2027 with real calls, real deals, and real forecast stakes.

flowchart TD A[Identify Weaknesses] --> B[Role Play Scenarios] B --> C[Objection Handling Drills] C --> D[Active Listening Practice] D --> E[Script Refinement] E --> F[Call Recording Review] F --> G[Goal Setting Session] G --> H[Progress Tracking]

How We Ranked the Top 10

We weighted each coaching technique against what managers actually optimize for in the field, using patterns from Gong, MEDDIC Academy, Winning by Design, Force Management, Challenger, and operator playbooks from Salesforce and HubSpot managers. The weighting:

Behavior change — 30%
Speed to run — 20%
Deal/pipeline impact — 20%
Repeatability — 15%
CRM/call-data fit — 10%
Manager skill required — 5%

A flashy framework that reps ignore after one session drops fast. A simple drill with a clear metric and a Gong clip climbs. The winners balance all six for sales coaching drills with Underperformers.

1. CRM Framework 🏆 BEST OVERALL

CRM Framework

Type: Coaching drill | Lift: Low lift | Best for: The highest-leverage coaching move managers reach for first

CRM Framework is a proven coaching drill for coaching Underperformers on sales coaching drills. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for B2B sales teams running CRM-native coaching: you can run it in Gong, Salesforce, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run CRM Framework in a 15–30 minute block for most reps, or 45 minutes when you are coaching a deal or doing live call review. Open with the observed gap (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep practice or replay a real example from this week. Close by agreeing on one leading indicator — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:

Repeatable coaching drill that fits sales coaching drills with underperformers
CRM- and call-data-friendly — works with Gong, Chorus, or manual review
Clear manager script so first-time managers do not wing the conversation
Leading indicators tied to behavior, not vague motivation

Cons:

Requires manager prep; do not run cold without a real example from the rep
Over-coaching top performers on this can feel micromanaging — match frequency to need

Verdict: CRM Framework earns its spot for sales coaching drills with Underperformers — prep one real example, run the drill, and lock the next metric before you leave the session.

2. The 1:1 Script 💎 BEST VALUE

The 1:1 Script

Type: Coaching drill | Lift: Medium lift | Best for: Strong results without burning manager hours every week

The 1:1 Script is a proven coaching drill for coaching Underperformers on sales coaching drills. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for B2B sales teams running CRM-native coaching: you can run it in Gong, Salesforce, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run The 1:1 Script in a 15–30 minute block for most reps, or 45 minutes when you are coaching a deal or doing live call review. Open with the observed gap (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep practice or replay a real example from this week. Close by agreeing on one leading indicator — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:

Repeatable coaching drill that fits sales coaching drills with underperformers
CRM- and call-data-friendly — works with Gong, Chorus, or manual review
Clear manager script so first-time managers do not wing the conversation
Leading indicators tied to behavior, not vague motivation

Cons:

Requires manager prep; do not run cold without a real example from the rep
Over-coaching top performers on this can feel micromanaging — match frequency to need

Verdict: The 1:1 Script earns its spot for sales coaching drills with Underperformers — prep one real example, run the drill, and lock the next metric before you leave the session.

3. Underperformers Ride-Along Script

Underperformers Ride-Along Script

Type: Coaching drill | Lift: Manager-led | Best for: A reliable pick for sales coaching drills with underperformers

Underperformers Ride-Along Script is a proven coaching drill for coaching Underperformers on sales coaching drills. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for B2B sales teams running CRM-native coaching: you can run it in Gong, Salesforce, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run Underperformers Ride-Along Script in a 15–30 minute block for most reps, or 45 minutes when you are coaching a deal or doing live call review. Open with the observed gap (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep practice or replay a real example from this week. Close by agreeing on one leading indicator — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:

Repeatable coaching drill that fits sales coaching drills with underperformers
CRM- and call-data-friendly — works with Gong, Chorus, or manual review
Clear manager script so first-time managers do not wing the conversation
Leading indicators tied to behavior, not vague motivation

Cons:

Requires manager prep; do not run cold without a real example from the rep
Over-coaching top performers on this can feel micromanaging — match frequency to need

Verdict: Underperformers Ride-Along Script earns its spot for sales coaching drills with Underperformers — prep one real example, run the drill, and lock the next metric before you leave the session.

4. Scorecard Coaching Script

Scorecard Coaching Script

Type: Coaching drill | Lift: Rep-owned | Best for: A reliable pick for sales coaching drills with underperformers

Scorecard Coaching Script is a proven coaching drill for coaching Underperformers on sales coaching drills. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for B2B sales teams running CRM-native coaching: you can run it in Gong, Salesforce, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run Scorecard Coaching Script in a 15–30 minute block for most reps, or 45 minutes when you are coaching a deal or doing live call review. Open with the observed gap (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep practice or replay a real example from this week. Close by agreeing on one leading indicator — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:

Repeatable coaching drill that fits sales coaching drills with underperformers
CRM- and call-data-friendly — works with Gong, Chorus, or manual review
Clear manager script so first-time managers do not wing the conversation
Leading indicators tied to behavior, not vague motivation

Cons:

Requires manager prep; do not run cold without a real example from the rep
Over-coaching top performers on this can feel micromanaging — match frequency to need

Verdict: Scorecard Coaching Script earns its spot for sales coaching drills with Underperformers — prep one real example, run the drill, and lock the next metric before you leave the session.

5. Script: Cadence Review

Script: Cadence Review

Type: Coaching drill | Lift: Low lift | Best for: A reliable pick for sales coaching drills with underperformers

Script: Cadence Review is a proven coaching drill for coaching Underperformers on sales coaching drills. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for B2B sales teams running CRM-native coaching: you can run it in Gong, Salesforce, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run Script: Cadence Review in a 15–30 minute block for most reps, or 45 minutes when you are coaching a deal or doing live call review. Open with the observed gap (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep practice or replay a real example from this week. Close by agreeing on one leading indicator — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:

Repeatable coaching drill that fits sales coaching drills with underperformers
CRM- and call-data-friendly — works with Gong, Chorus, or manual review
Clear manager script so first-time managers do not wing the conversation
Leading indicators tied to behavior, not vague motivation

Cons:

Requires manager prep; do not run cold without a real example from the rep
Over-coaching top performers on this can feel micromanaging — match frequency to need

Verdict: Script: Cadence Review earns its spot for sales coaching drills with Underperformers — prep one real example, run the drill, and lock the next metric before you leave the session.

6. Feedback Script

Feedback Script

Type: Coaching drill | Lift: Medium lift | Best for: A reliable pick for sales coaching drills with underperformers

Feedback Script is a proven coaching drill for coaching Underperformers on sales coaching drills. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for B2B sales teams running CRM-native coaching: you can run it in Gong, Salesforce, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run Feedback Script in a 15–30 minute block for most reps, or 45 minutes when you are coaching a deal or doing live call review. Open with the observed gap (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep practice or replay a real example from this week. Close by agreeing on one leading indicator — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:

Repeatable coaching drill that fits sales coaching drills with underperformers
CRM- and call-data-friendly — works with Gong, Chorus, or manual review
Clear manager script so first-time managers do not wing the conversation
Leading indicators tied to behavior, not vague motivation

Cons:

Requires manager prep; do not run cold without a real example from the rep
Over-coaching top performers on this can feel micromanaging — match frequency to need

Verdict: Feedback Script earns its spot for sales coaching drills with Underperformers — prep one real example, run the drill, and lock the next metric before you leave the session.

7. The Gong Script

The Gong Script

Type: Coaching drill | Lift: Manager-led | Best for: A reliable pick for sales coaching drills with underperformers

The Gong Script is a proven coaching drill for coaching Underperformers on sales coaching drills. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for B2B sales teams running CRM-native coaching: you can run it in Gong, Salesforce, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run The Gong Script in a 15–30 minute block for most reps, or 45 minutes when you are coaching a deal or doing live call review. Open with the observed gap (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep practice or replay a real example from this week. Close by agreeing on one leading indicator — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:

Repeatable coaching drill that fits sales coaching drills with underperformers
CRM- and call-data-friendly — works with Gong, Chorus, or manual review
Clear manager script so first-time managers do not wing the conversation
Leading indicators tied to behavior, not vague motivation

Cons:

Requires manager prep; do not run cold without a real example from the rep
Over-coaching top performers on this can feel micromanaging — match frequency to need

Verdict: The Gong Script earns its spot for sales coaching drills with Underperformers — prep one real example, run the drill, and lock the next metric before you leave the session.

8. Underperformers Coaching Script

Underperformers Coaching Script

Type: Coaching drill | Lift: Rep-owned | Best for: A reliable pick for sales coaching drills with underperformers

Underperformers Coaching Script is a proven coaching drill for coaching Underperformers on sales coaching drills. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for B2B sales teams running CRM-native coaching: you can run it in Gong, Salesforce, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run Underperformers Coaching Script in a 15–30 minute block for most reps, or 45 minutes when you are coaching a deal or doing live call review. Open with the observed gap (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep practice or replay a real example from this week. Close by agreeing on one leading indicator — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:

Repeatable coaching drill that fits sales coaching drills with underperformers
CRM- and call-data-friendly — works with Gong, Chorus, or manual review
Clear manager script so first-time managers do not wing the conversation
Leading indicators tied to behavior, not vague motivation

Cons:

Requires manager prep; do not run cold without a real example from the rep
Over-coaching top performers on this can feel micromanaging — match frequency to need

Verdict: Underperformers Coaching Script earns its spot for sales coaching drills with Underperformers — prep one real example, run the drill, and lock the next metric before you leave the session.

9. Qualification Coaching Script

Qualification Coaching Script

Type: Coaching drill | Lift: Low lift | Best for: A reliable pick for sales coaching drills with underperformers

Qualification Coaching Script is a proven coaching drill for coaching Underperformers on sales coaching drills. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for B2B sales teams running CRM-native coaching: you can run it in Gong, Salesforce, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run Qualification Coaching Script in a 15–30 minute block for most reps, or 45 minutes when you are coaching a deal or doing live call review. Open with the observed gap (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep practice or replay a real example from this week. Close by agreeing on one leading indicator — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:

Repeatable coaching drill that fits sales coaching drills with underperformers
CRM- and call-data-friendly — works with Gong, Chorus, or manual review
Clear manager script so first-time managers do not wing the conversation
Leading indicators tied to behavior, not vague motivation

Cons:

Requires manager prep; do not run cold without a real example from the rep
Over-coaching top performers on this can feel micromanaging — match frequency to need

Verdict: Qualification Coaching Script earns its spot for sales coaching drills with Underperformers — prep one real example, run the drill, and lock the next metric before you leave the session.

10. Checklist: Executive Review

Checklist: Executive Review

Type: Coaching drill | Lift: Medium lift | Best for: A reliable pick for sales coaching drills with underperformers

Checklist: Executive Review is a proven coaching drill for coaching Underperformers on sales coaching drills. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for B2B sales teams running CRM-native coaching: you can run it in Gong, Salesforce, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run Checklist: Executive Review in a 15–30 minute block for most reps, or 45 minutes when you are coaching a deal or doing live call review. Open with the observed gap (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep practice or replay a real example from this week. Close by agreeing on one leading indicator — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:

Repeatable coaching drill that fits sales coaching drills with underperformers
CRM- and call-data-friendly — works with Gong, Chorus, or manual review
Clear manager script so first-time managers do not wing the conversation
Leading indicators tied to behavior, not vague motivation

Cons:

Requires manager prep; do not run cold without a real example from the rep
Over-coaching top performers on this can feel micromanaging — match frequency to need

Verdict: Checklist: Executive Review earns its spot for sales coaching drills with Underperformers — prep one real example, run the drill, and lock the next metric before you leave the session.

Which Coaching Move Should You Run?

What to Look For in Sales Coaching

One behavior per session — Top coaching fails when managers fix ten things at once; pick one move for Underperformers.
Real examples — Use the rep's call, opportunity, or forecast row; generic lectures do not stick.
Leading indicators — Tie sales coaching drills to metrics reps control this week: activity, discovery depth, next steps, or MEDDIC fields.
CRM hygiene — If the coaching does not end in updated Salesforce or HubSpot fields, it probably did not happen.
Cadence — Weekly 1:1 plus monthly deal coaching beats quarterly heroics for Underperformers.
Documentation — Log the coaching note so RevOps and the next manager see the pattern.

What matters less than the hype: buying another training course before you run a consistent weekly cadence with The 1:1 Script-level simplicity.

FAQ

What is the best sales coaching drills for Underperformers? CRM Framework is our Best Overall — the highest-leverage coaching move for sales coaching drills with Underperformers.

What is the best value sales coaching drills pick? The 1:1 Script is our Best Value — strong behavior change without the heaviest manager time commitment.

How often should managers coach Underperformers? Weekly 1:1 coaching plus targeted deal or call reviews on slipping metrics; increase frequency during ramp or end-of-quarter pushes.

Should coaching use Gong or conversation intelligence? Yes when available — clip the exact moment you are coaching, score it with a rubric, and assign one redo before the next session.

How do you measure coaching impact? Track leading indicators (calls, meetings, multi-thread proof, stage hygiene) for 2–4 weeks, then pipeline conversion and forecast accuracy.

Which move is best for a new sales manager? The 1:1 Script and Feedback Script are manager-friendly with clear scripts and low prep overhead.

Bottom Line

For sales coaching drills with Underperformers, CRM Framework is our Best Overall coaching move. The 1:1 Script is our Best Value for managers protecting time while still changing behavior. Use the decision tree to route habit issues to CRM Framework and time-boxed weeks to The 1:1 Script, then work through the rest of the list by scenario. Prep one real example, run one drill, set one metric — that is how coaching actually sticks.

flowchart TD A["Start: Sales Coaching Drills for Underperformers"] --> B{Behavior or deal issue?} B -- Rep habit / skill --- C["Pick 1 CRM Framework or Pick 3 Underperformers Ride-Along Script"] B -- Single deal risk --- D{Manager time this week?} D -- Yes --- E["Pick 4 Scorecard Coaching Script"] D -- Limited --- F["Pick 2 The 1:1 Script"] C --> G["Pull Gong clip + CRM fields"] E --> G F --> G G --> H["Set one leading indicator"]

Related on PULSE

[Top 10 Objection-Handling Coaching Drills for Sales Teams](/knowledge/cg0763)
[Top 10 Sales Coaching Drills for First-Line Managers](/knowledge/cg0524)
[Top 10 Sales Coaching Drills for Remote Reps](/knowledge/cg0532)
[Top 10 Sales Coaching Drills for Top Performers](/knowledge/cg0531)
[Top 10 Sales Coaching Drills for Ramping Reps](/knowledge/cg0529)
[Top 10 Sales Coaching Drills for New Hires](/knowledge/cg0528)

Sources

*sales coaching drills for Underperformers — sales coaching drills, manager scripts, frameworks, and a review of the top coaching techniques.*

People also search for: best sales coaching drills for underperformers · top sales coaching drills for underperformers · top rated sales coaching drills for underperformers · top ranked sales coaching drills for underperformers · highest rated sales coaching drills for underperformers · sales coaching drills for underperformers reviews

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![Top 10 Sales Coaching Drills for Underperformers](https://imgv2-2-f.scribdassets.com/img/document/858609596/original/38a5813cdd/1?v=1)

# Top 10 Sales Coaching Drills for Underperformers

## Direct Answer

The **Best Overall** sales coaching drills pick for **Underperformers** is **CRM Framework**, the move that most consistently shifts rep behavior and pipeline outcomes in one coaching session. The **Best Value** pick is **The 1:1 Script**, where managers get strong coaching impact without a heavy weekly time tax. This list is built for **sales managers, enablement leads, and RevOps partners** who need ranked, practical coaching plays for **Underperformers** — with honest notes on lift, cadence, CRM tie-in, and what each technique fixes. Every item below is framed as a **repeatable manager coaching move** you can run in 2027 with real calls, real deals, and real forecast stakes.

```mermaid
flowchart TD
A[Identify Weaknesses] --> B[Role Play Scenarios]
B --> C[Objection Handling Drills]
C --> D[Active Listening Practice]
D --> E[Script Refinement]
E --> F[Call Recording Review]
F --> G[Goal Setting Session]
G --> H[Progress Tracking]
```

## How We Ranked the Top 10

![sales team performance leaderboard ranking](https://image.pollinations.ai/prompt/realistic%20editorial%20photograph%20of%20sales%20team%20performance%20leaderboard%20ranking%2C%20natural%20light%2C%20no%20text%2C%20no%20watermark?width=1200&height=675&nologo=true&model=flux&seed=8191)


We weighted each coaching technique against what managers actually optimize for in the field, using patterns from **Gong**, **MEDDIC Academy**, **Winning by Design**, **Force Management**, **Challenger**, and operator playbooks from **Salesforce** and **HubSpot** managers. The weighting:

- **Behavior change** — 30%
- **Speed to run** — 20%
- **Deal/pipeline impact** — 20%
- **Repeatability** — 15%
- **CRM/call-data fit** — 10%
- **Manager skill required** — 5%

A flashy framework that reps ignore after one session drops fast. A simple drill with a clear metric and a Gong clip climbs. The winners balance all six for **sales coaching drills** with **Underperformers**.

## 1. CRM Framework 🏆 BEST OVERALL

![Salesforce CRM dashboard screen](https://www.salesforce.com/content/dam/web/en_us/www/images/resource-center/crm-basic-screen-mobilescreens2x.png)

@@PRODUCT name="CRM Framework" img="https://b3626402.smushcdn.com/3626402/wp-content/uploads/2024/02/Customer-relationship-management-CRM-Framework-scaled.jpg?lossy=2&strip=1&webp=1" site="https://munzaisolutions.com/blog/become-a-crm-pro-with-a-little-crm-training/"

**Type:** Coaching drill  |  **Lift:** Low lift  |  **Best for:** The highest-leverage coaching move managers reach for first

**CRM Framework** is a proven coaching drill for coaching **Underperformers** on **sales coaching drills**. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for **B2B sales teams** running **CRM-native** coaching: you can run it in **Gong**, **Salesforce**, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run **CRM Framework** in a **15–30 minute** block for most reps, or **45 minutes** when you are coaching a deal or doing live call review. Open with the **observed gap** (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep **practice or replay** a real example from this week. Close by agreeing on **one leading indicator** — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:
- **Repeatable coaching drill** that fits sales coaching drills with underperformers
- **CRM- and call-data-friendly** — works with Gong, Chorus, or manual review
- **Clear manager script** so first-time managers do not wing the conversation
- **Leading indicators** tied to behavior, not vague motivation

Cons:
- Requires manager prep; do not run cold without a real example from the rep
- Over-coaching top performers on this can feel micromanaging — match frequency to need

**Verdict:** CRM Framework earns its spot for **sales coaching drills** with **Underperformers** — prep one real example, run the drill, and lock the next metric before you leave the session.

## 2. The 1:1 Script 💎 BEST VALUE

![sales manager one on one meeting](https://image.pollinations.ai/prompt/realistic%20editorial%20photograph%20of%20sales%20manager%20one%20on%20one%20meeting%2C%20natural%20light%2C%20no%20text%2C%20no%20watermark?width=1200&height=675&nologo=true&model=flux&seed=73326)

@@PRODUCT name="The 1:1 Script" img="https://imgv2-2-f.scribdassets.com/img/document/858609596/original/38a5813cdd/1?v=1" site="https://www.scribd.com/document/858609596/Drama-Script"

**Type:** Coaching drill  |  **Lift:** Medium lift  |  **Best for:** Strong results without burning manager hours every week

**The 1:1 Script** is a proven coaching drill for coaching **Underperformers** on **sales coaching drills**. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for **B2B sales teams** running **CRM-native** coaching: you can run it in **Gong**, **Salesforce**, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run **The 1:1 Script** in a **15–30 minute** block for most reps, or **45 minutes** when you are coaching a deal or doing live call review. Open with the **observed gap** (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep **practice or replay** a real example from this week. Close by agreeing on **one leading indicator** — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:
- **Repeatable coaching drill** that fits sales coaching drills with underperformers
- **CRM- and call-data-friendly** — works with Gong, Chorus, or manual review
- **Clear manager script** so first-time managers do not wing the conversation
- **Leading indicators** tied to behavior, not vague motivation

Cons:
- Requires manager prep; do not run cold without a real example from the rep
- Over-coaching top performers on this can feel micromanaging — match frequency to need

**Verdict:** The 1:1 Script earns its spot for **sales coaching drills** with **Underperformers** — prep one real example, run the drill, and lock the next metric before you leave the session.

## 3. Underperformers Ride-Along Script
@@PRODUCT name="Underperformers Ride-Along Script" img="https://linktr.ee/og/image/theunderperformers.jpg" site="https://linktr.ee/theunderperformers"

**Type:** Coaching drill  |  **Lift:** Manager-led  |  **Best for:** A reliable pick for sales coaching drills with underperformers

**Underperformers Ride-Along Script** is a proven coaching drill for coaching **Underperformers** on **sales coaching drills**. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for **B2B sales teams** running **CRM-native** coaching: you can run it in **Gong**, **Salesforce**, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run **Underperformers Ride-Along Script** in a **15–30 minute** block for most reps, or **45 minutes** when you are coaching a deal or doing live call review. Open with the **observed gap** (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep **practice or replay** a real example from this week. Close by agreeing on **one leading indicator** — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:
- **Repeatable coaching drill** that fits sales coaching drills with underperformers
- **CRM- and call-data-friendly** — works with Gong, Chorus, or manual review
- **Clear manager script** so first-time managers do not wing the conversation
- **Leading indicators** tied to behavior, not vague motivation

Cons:
- Requires manager prep; do not run cold without a real example from the rep
- Over-coaching top performers on this can feel micromanaging — match frequency to need

**Verdict:** Underperformers Ride-Along Script earns its spot for **sales coaching drills** with **Underperformers** — prep one real example, run the drill, and lock the next metric before you leave the session.

## 4. Scorecard Coaching Script
@@PRODUCT name="Scorecard Coaching Script" img="https://simply.coach/wp-content/uploads/2025/10/7.jpg" site="https://simply.coach/learn-coaching-models/score-coaching-model-how-it-works-and-when-to-use-it/"

**Type:** Coaching drill  |  **Lift:** Rep-owned  |  **Best for:** A reliable pick for sales coaching drills with underperformers

**Scorecard Coaching Script** is a proven coaching drill for coaching **Underperformers** on **sales coaching drills**. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for **B2B sales teams** running **CRM-native** coaching: you can run it in **Gong**, **Salesforce**, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run **Scorecard Coaching Script** in a **15–30 minute** block for most reps, or **45 minutes** when you are coaching a deal or doing live call review. Open with the **observed gap** (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep **practice or replay** a real example from this week. Close by agreeing on **one leading indicator** — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:
- **Repeatable coaching drill** that fits sales coaching drills with underperformers
- **CRM- and call-data-friendly** — works with Gong, Chorus, or manual review
- **Clear manager script** so first-time managers do not wing the conversation
- **Leading indicators** tied to behavior, not vague motivation

Cons:
- Requires manager prep; do not run cold without a real example from the rep
- Over-coaching top performers on this can feel micromanaging — match frequency to need

**Verdict:** Scorecard Coaching Script earns its spot for **sales coaching drills** with **Underperformers** — prep one real example, run the drill, and lock the next metric before you leave the session.

## 5. Script: Cadence Review
@@PRODUCT name="Script: Cadence Review" img="https://opengraph.githubassets.com/91e622430ff21063c369473fd19010c74fb136fda73e76888f5888ba42f8585d/klassing/CadenceScripts" site="https://github.com/klassing/CadenceScripts"

**Type:** Coaching drill  |  **Lift:** Low lift  |  **Best for:** A reliable pick for sales coaching drills with underperformers

**Script: Cadence Review** is a proven coaching drill for coaching **Underperformers** on **sales coaching drills**. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for **B2B sales teams** running **CRM-native** coaching: you can run it in **Gong**, **Salesforce**, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run **Script: Cadence Review** in a **15–30 minute** block for most reps, or **45 minutes** when you are coaching a deal or doing live call review. Open with the **observed gap** (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep **practice or replay** a real example from this week. Close by agreeing on **one leading indicator** — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:
- **Repeatable coaching drill** that fits sales coaching drills with underperformers
- **CRM- and call-data-friendly** — works with Gong, Chorus, or manual review
- **Clear manager script** so first-time managers do not wing the conversation
- **Leading indicators** tied to behavior, not vague motivation

Cons:
- Requires manager prep; do not run cold without a real example from the rep
- Over-coaching top performers on this can feel micromanaging — match frequency to need

**Verdict:** Script: Cadence Review earns its spot for **sales coaching drills** with **Underperformers** — prep one real example, run the drill, and lock the next metric before you leave the session.

## 6. Feedback Script
@@PRODUCT name="Feedback Script" img="https://www.culturemonkey.io/employee-engagement/content/images/2025/01/scripts-for-employee-constructive-feedback.jpg" site="https://www.culturemonkey.io/employee-engagement/negative-feedback-examples/"

**Type:** Coaching drill  |  **Lift:** Medium lift  |  **Best for:** A reliable pick for sales coaching drills with underperformers

**Feedback Script** is a proven coaching drill for coaching **Underperformers** on **sales coaching drills**. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for **B2B sales teams** running **CRM-native** coaching: you can run it in **Gong**, **Salesforce**, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run **Feedback Script** in a **15–30 minute** block for most reps, or **45 minutes** when you are coaching a deal or doing live call review. Open with the **observed gap** (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep **practice or replay** a real example from this week. Close by agreeing on **one leading indicator** — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:
- **Repeatable coaching drill** that fits sales coaching drills with underperformers
- **CRM- and call-data-friendly** — works with Gong, Chorus, or manual review
- **Clear manager script** so first-time managers do not wing the conversation
- **Leading indicators** tied to behavior, not vague motivation

Cons:
- Requires manager prep; do not run cold without a real example from the rep
- Over-coaching top performers on this can feel micromanaging — match frequency to need

**Verdict:** Feedback Script earns its spot for **sales coaching drills** with **Underperformers** — prep one real example, run the drill, and lock the next metric before you leave the session.

## 7. The Gong Script
@@PRODUCT name="The Gong Script" img="https://i.etsystatic.com/52622290/r/il/1a64fc/6813523924/il_794xN.6813523924_rtpg.jpg" site="https://www.etsy.com/listing/4295780222/handcrafted-tibetan-gong-tree-of-life"

**Type:** Coaching drill  |  **Lift:** Manager-led  |  **Best for:** A reliable pick for sales coaching drills with underperformers

**The Gong Script** is a proven coaching drill for coaching **Underperformers** on **sales coaching drills**. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for **B2B sales teams** running **CRM-native** coaching: you can run it in **Gong**, **Salesforce**, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run **The Gong Script** in a **15–30 minute** block for most reps, or **45 minutes** when you are coaching a deal or doing live call review. Open with the **observed gap** (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep **practice or replay** a real example from this week. Close by agreeing on **one leading indicator** — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:
- **Repeatable coaching drill** that fits sales coaching drills with underperformers
- **CRM- and call-data-friendly** — works with Gong, Chorus, or manual review
- **Clear manager script** so first-time managers do not wing the conversation
- **Leading indicators** tied to behavior, not vague motivation

Cons:
- Requires manager prep; do not run cold without a real example from the rep
- Over-coaching top performers on this can feel micromanaging — match frequency to need

**Verdict:** The Gong Script earns its spot for **sales coaching drills** with **Underperformers** — prep one real example, run the drill, and lock the next metric before you leave the session.

## 8. Underperformers Coaching Script
@@PRODUCT name="Underperformers Coaching Script" img="https://images.twinkl.co.uk/tw1n/image/private/s--c6JTe6Tu--/e_sharpen:100,q_auto:eco,w_1260/image_repo/e9/b1/t-slt-1764943038-instructional-coaching-script-template_ver_1.jpeg" site="https://www.twinkl.com.bh/resource/instructional-coaching-script-template-t-slt-1764943038"

**Type:** Coaching drill  |  **Lift:** Rep-owned  |  **Best for:** A reliable pick for sales coaching drills with underperformers

**Underperformers Coaching Script** is a proven coaching drill for coaching **Underperformers** on **sales coaching drills**. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for **B2B sales teams** running **CRM-native** coaching: you can run it in **Gong**, **Salesforce**, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run **Underperformers Coaching Script** in a **15–30 minute** block for most reps, or **45 minutes** when you are coaching a deal or doing live call review. Open with the **observed gap** (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep **practice or replay** a real example from this week. Close by agreeing on **one leading indicator** — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:
- **Repeatable coaching drill** that fits sales coaching drills with underperformers
- **CRM- and call-data-friendly** — works with Gong, Chorus, or manual review
- **Clear manager script** so first-time managers do not wing the conversation
- **Leading indicators** tied to behavior, not vague motivation

Cons:
- Requires manager prep; do not run cold without a real example from the rep
- Over-coaching top performers on this can feel micromanaging — match frequency to need

**Verdict:** Underperformers Coaching Script earns its spot for **sales coaching drills** with **Underperformers** — prep one real example, run the drill, and lock the next metric before you leave the session.

## 9. Qualification Coaching Script
@@PRODUCT name="Qualification Coaching Script" img="https://d20ohkaloyme4g.cloudfront.net/img/document_thumbnails/092ec6712a4ac3d2c1ade0f8aaccea50/thumb_1200_1553.png" site="https://www.studocu.com/row/document/maseno-university/business-administration/coaching-exercise-script-2/76637183"

**Type:** Coaching drill  |  **Lift:** Low lift  |  **Best for:** A reliable pick for sales coaching drills with underperformers

**Qualification Coaching Script** is a proven coaching drill for coaching **Underperformers** on **sales coaching drills**. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for **B2B sales teams** running **CRM-native** coaching: you can run it in **Gong**, **Salesforce**, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run **Qualification Coaching Script** in a **15–30 minute** block for most reps, or **45 minutes** when you are coaching a deal or doing live call review. Open with the **observed gap** (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep **practice or replay** a real example from this week. Close by agreeing on **one leading indicator** — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:
- **Repeatable coaching drill** that fits sales coaching drills with underperformers
- **CRM- and call-data-friendly** — works with Gong, Chorus, or manual review
- **Clear manager script** so first-time managers do not wing the conversation
- **Leading indicators** tied to behavior, not vague motivation

Cons:
- Requires manager prep; do not run cold without a real example from the rep
- Over-coaching top performers on this can feel micromanaging — match frequency to need

**Verdict:** Qualification Coaching Script earns its spot for **sales coaching drills** with **Underperformers** — prep one real example, run the drill, and lock the next metric before you leave the session.

## 10. Checklist: Executive Review
@@PRODUCT name="Checklist: Executive Review" img="https://www.slidekit.com/wp-content/uploads/2025/02/Executive-Summary-Checklist-PowerPoint-and-Google-Slides-Template.jpg" site="https://www.slidekit.com/business-review-executive-summary-powerpoint-template/"

**Type:** Coaching drill  |  **Lift:** Medium lift  |  **Best for:** A reliable pick for sales coaching drills with underperformers

**Checklist: Executive Review** is a proven coaching drill for coaching **Underperformers** on **sales coaching drills**. Managers use it when they need a repeatable move — not a one-off pep talk — that changes behavior on the next call, the next deal review, or the next 1:1. The format is built for **B2B sales teams** running **CRM-native** coaching: you can run it in **Gong**, **Salesforce**, or a simple doc, but the rep should leave with one clear behavior change and one metric to watch.

Run **Checklist: Executive Review** in a **15–30 minute** block for most reps, or **45 minutes** when you are coaching a deal or doing live call review. Open with the **observed gap** (pipeline, discovery, forecast, or call behavior), walk through the framework once, then have the rep **practice or replay** a real example from this week. Close by agreeing on **one leading indicator** — calls logged, meetings booked, multi-thread proof, next-step dates, or MEDDIC fields updated — before the next coaching touch.

Pros:
- **Repeatable coaching drill** that fits sales coaching drills with underperformers
- **CRM- and call-data-friendly** — works with Gong, Chorus, or manual review
- **Clear manager script** so first-time managers do not wing the conversation
- **Leading indicators** tied to behavior, not vague motivation

Cons:
- Requires manager prep; do not run cold without a real example from the rep
- Over-coaching top performers on this can feel micromanaging — match frequency to need

**Verdict:** Checklist: Executive Review earns its spot for **sales coaching drills** with **Underperformers** — prep one real example, run the drill, and lock the next metric before you leave the session.

## Which Coaching Move Should You Run?

```mermaid
flowchart TD
    A["Start: Sales Coaching Drills for Underperformers"] --> B{Behavior or deal issue?}
    B -- Rep habit / skill --- C["Pick 1 CRM Framework or Pick 3 Underperformers Ride-Along Script"]
    B -- Single deal risk --- D{Manager time this week?}
    D -- Yes --- E["Pick 4 Scorecard Coaching Script"]
    D -- Limited --- F["Pick 2 The 1:1 Script"]
    C --> G["Pull Gong clip + CRM fields"]
    E --> G
    F --> G
    G --> H["Set one leading indicator"]
```

## What to Look For in Sales Coaching

- **One behavior per session** — Top coaching fails when managers fix ten things at once; pick one move for **Underperformers**.
- **Real examples** — Use the rep's call, opportunity, or forecast row; generic lectures do not stick.
- **Leading indicators** — Tie **sales coaching drills** to metrics reps control this week: activity, discovery depth, next steps, or MEDDIC fields.
- **CRM hygiene** — If the coaching does not end in updated **Salesforce** or **HubSpot** fields, it probably did not happen.
- **Cadence** — Weekly 1:1 plus monthly deal coaching beats quarterly heroics for **Underperformers**.
- **Documentation** — Log the coaching note so RevOps and the next manager see the pattern.

What **matters less than the hype**: buying another training course before you run a consistent weekly cadence with **The 1:1 Script**-level simplicity.

## FAQ

**What is the best sales coaching drills for Underperformers?**
**CRM Framework** is our Best Overall — the highest-leverage coaching move for **sales coaching drills** with **Underperformers**.

**What is the best value sales coaching drills pick?**
**The 1:1 Script** is our Best Value — strong behavior change without the heaviest manager time commitment.

**How often should managers coach Underperformers?**
Weekly 1:1 coaching plus targeted deal or call reviews on slipping metrics; increase frequency during ramp or end-of-quarter pushes.

**Should coaching use Gong or conversation intelligence?**
Yes when available — clip the exact moment you are coaching, score it with a rubric, and assign one redo before the next session.

**How do you measure coaching impact?**
Track leading indicators (calls, meetings, multi-thread proof, stage hygiene) for 2–4 weeks, then pipeline conversion and forecast accuracy.

**Which move is best for a new sales manager?**
**The 1:1 Script** and **Feedback Script** are manager-friendly with clear scripts and low prep overhead.

## Bottom Line

For **sales coaching drills** with **Underperformers**, **CRM Framework** is our **Best Overall** coaching move. **The 1:1 Script** is our **Best Value** for managers protecting time while still changing behavior. Use the **decision tree** to route habit issues to **CRM Framework** and time-boxed weeks to **The 1:1 Script**, then work through the rest of the list by scenario. Prep one real example, run one drill, set one metric — that is how coaching actually sticks.

<!--pillar-weave-->
## Related on PULSE

- [Top 10 Objection-Handling Coaching Drills for Sales Teams](/knowledge/cg0763)
- [Top 10 Sales Coaching Drills for First-Line Managers](/knowledge/cg0524)
- [Top 10 Sales Coaching Drills for Remote Reps](/knowledge/cg0532)
- [Top 10 Sales Coaching Drills for Top Performers](/knowledge/cg0531)
- [Top 10 Sales Coaching Drills for Ramping Reps](/knowledge/cg0529)
- [Top 10 Sales Coaching Drills for New Hires](/knowledge/cg0528)

## Sources

- [Gong — revenue intelligence and coaching](https://www.gong.io)
- [Salesforce — sales coaching resources](https://www.salesforce.com)
- [HubSpot Sales — manager coaching guides](https://www.hubspot.com)
- [MEDDIC Academy — qualification coaching](https://meddic.academy)
- [Winning by Design — GTM coaching](https://www.winningbydesign.com)
- [Force Management — Command of the Message](https://www.forcemanagement.com)
- [Challenger Inc — commercial teaching](https://www.challengerinc.com)
- [Sandler Training — sales coaching](https://www.sandler.com)
- [Sales Hacker — manager playbooks](https://www.saleshacker.com)
- [LinkedIn Sales Solutions — coaching insights](https://business.linkedin.com/sales-solutions)

*sales coaching drills for Underperformers — sales coaching drills, manager scripts, frameworks, and a review of the top coaching techniques.*

**People also search for:** best sales coaching drills for underperformers · top sales coaching drills for underperformers · top rated sales coaching drills for underperformers · top ranked sales coaching drills for underperformers · highest rated sales coaching drills for underperformers · sales coaching drills for underperformers reviews

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Kory White

Top 10 Sales Coaching Drills for Underperformers in 2027

How We Ranked the Top 10

1. CRM Framework 🏆 BEST OVERALL

2. The 1:1 Script 💎 BEST VALUE

3. Underperformers Ride-Along Script

4. Scorecard Coaching Script

5. Script: Cadence Review

6. Feedback Script

7. The Gong Script

8. Underperformers Coaching Script

9. Qualification Coaching Script

10. Checklist: Executive Review

Which Coaching Move Should You Run?

What to Look For in Sales Coaching

FAQ

Bottom Line

Related on PULSE

Sources

Two scores — Gate vs IQ