Let’s be honest: Too many sales leaders are hiding behind dashboards, reports, and CRM screens, mistaking data review for leadership. Yes, knowing your numbers matters—but obsessing over them from the comfort of your office isn’t what moves the needle.

You want to drive performance? Then coach.

Coaching is the single most effective activity a sales leader can do to improve results—consistently proven to lift performance by 20% or more. And yet, in most organizations, it’s shockingly rare to find a sales leader with a professional coaching plan in place for their team.

Why?

Because it’s easier to stay reactive. It’s easier to “manage” from the desk than lead from the field. But that’s not where results happen. Results happen when you’re shoulder-to-shoulder with your salespeople—helping them navigate tough deals, refine their messaging, and grow in confidence and skill.

Want to become a high-impact leader starting this week? Implement these 5 coaching habits immediately:

1. Get Coaching on the Calendar

Block dedicated, non-negotiable time each week to work with your salespeople. This isn’t optional. Coaching must be consistent to create momentum.

2. Make It Personal

Each salesperson should create their own coaching plan. What do they want to develop? Where do they want to grow? When they own the process, they engage at a higher level.

3. Focus on One Thing

Don’t try to fix everything at once. Identify one key area for improvement and stick with it until meaningful progress is made. Mastery beats multitasking.

4. Coach, Don’t Tell

Use powerful questions to guide learning and insight. Coaching isn’t about giving all the answers—it’s about helping your people think, reflect, and improve from their own experiences.

5. Track Progress

Use a simple coaching log to document goals, actions, and progress. This creates accountability and ensures you’re building on each conversation.

The best part? You don’t need more budget, more headcount, or more tech. You just need a shift in priorities.

So, step away from the screen. Get in the field. Sit in on meetings. Debrief the tough calls. Walk the floor.

Leadership lives in the field—and so do your results.