The Sales Habit Development Program

A simple, effective solution to achieving lasting sales improvement

3 Months

At A Glance

3 x Interactive Training Modules

6 x Habit Coaching Sessions

Habit Development Toolkit and Guide

Capstone Habit Outcome Report

The Three Pillars

How we’ve designed the SHDP

1

Teach Well, On What Matters Most

The science of selling—helping a buyer make a complex decision to change—takes a lifetime to master.

But it takes much less time than people think to get good.

We focus on three key topics during the program:

  • Growth Mindset, Habit Development, and the Habits of Effective Salespeople

  • Modern Discovery

  • Account Planning and Execution, Simplified

These are highly interactive group sessions that use the science of teaching best-practice to increase uptake and retention rate.

2

Coach for Drive

Knowledge is useless if it’s not converted to habit.

Using 40 minutes per fortnight, we apply a three-pronged approach to maximise skill and habit formation:

  • Nurturing drive through proven coaching-for-development and performance methods (e.g. GROW)

  • Converting knowledge to skill through active recall

  • Reinforcing habits through accountability review and adjustment

3

Engineer Habits to Stick

Starting with the habits associated with high-performing sales reps, we tweak each reps daily behaviour in meaningful ways.

We use a Habit Engineering Technique that leverages the key components of habit science to ensure that skills are actually applied towards the sales opportunities that matter.

We use a mix of coaching sessions as well as asynchronous prompting, tracking, and guidance tools.

In 30 minutes, we’ll learn what we need to map out how this could look for your team.

Why It Works

We’ve experienced enough poor training solutions to want to do things better.

We’ve also been in your shoes, wanting to empower and grow a busy B2B sales team.

Here are the principles that make the Sales Habit Development Program (SHDP) work.

Less is more. We achieve change with an average of one hour per week.

Minimal Time Impact

The Science of Learning Fast, Applied

We ensure uptake and retention using science-backed teaching and learning techniques.

There is a lot of noise when it comes to developing as a salesperson. We cut through it and prioritise the skills and habits that get the quickest, meaningful outcomes.

Simple, Prioritised, Actionable

We ensure impact by tracking growth of each rep through our Sales Habit Development Matrix and roadmap linked to agreed-upon lead and lag KPIs.

What Gets Measured, Gets Managed

We screen and assess reps to ensure your investment is tailored to each rep’s skill level and only channeled to reps who want to grow. (See FAQ for more about buy-in)

Optimised for Skill and Buy-In

Meet Anders, your Sales Performance Development Partner

Passionate about helping people and companies change for good, Anders has provided sales advice and training for companies in defence, healthcare, IT, and engineering services.

  • 5+ years as an international B2B Sales Director managing teams distributed across UK, US, and Australia, driving growth, from $0m to $8m, from start-up to scale-up to international merger.

  • 3+ years on the buyer-side of the sales process in large-scale technical procurement.

  • Holds a Harvard Teaching Certificate, grounding him in the science of adult learning.

  • 5+ years in coaching and training contexts

  • Passionate about seeing change in his life and others, he applies top coaching and leadership methodologies, blending proven frameworks from science and hands-on experience in military and commercial contexts.

Let’s see if this right for you in 30 minutes or less.

Your Next Steps Are Simple:

  • We’ll spend 30 minutes to efficiently get to know your situation. We’ll finish by showing you what the SHDP could look like for your team.

  • We’ll propose what we think will effect the most meaningful change in your team and confirm scope (duration, # of reps, frequency, module priorities, KPIs, and so on).

  • We start fast out of the gates with an all-hands kick off that casts the vision, inspires buy-in, and imparts the science of getting better to ensure the program is a blazing success.

FAQs

  • Rooted in the theory of constructivism, our approach hinges on the idea that real development requires intrinsic motivation. As such, we prioritize rep buy-in from the start. To ensure only genuinely committed individuals participate, we:

    • Inspire. Do all we can to inspire the desire to change through pre-kickoff interviews and at the kick-off session.

    • Assess Attitude. Using a pre-kickoff interview & survey we assess each rep’s attitude and commitment; at-risk reps are flagged for discussion, tailoring, or withdrawal.

    • Set Expectations and Invite Commitment. At the kick-off session, we cast vision, define objectives, and set mutual expectations. Reps can self-withdraw if the program’s goals do not align with theirs.

    • Monitor: Low buy-in or “coasting” is identified during coaching and flagged for manager review in a candid, respectful manner.

    • Cancel-Any-Time Policy: We do not push development if it’s not wanted. We allow managers to cancel or reassign the program to more engaged reps if needed.

    • Change Management Support: We collaborate with the project lead (e.g., Sales Manager) before and during the program to ensure smooth implementation via briefing notes, structured reviews, and more.

  • The science of learning says that a ‘little bit often’ is the best way to effect real change. We keep each session digestible so that reps can stay focused on their work selling.

    • Sales Reps: Training Modules (~2hrs once a month) + Coaching Session (~30 minutes every 2 weeks).

    • Sales Manager: Monthly Program Review Session (30 minutes) (+ Sales Rep commitment if part of program)

  • The program is designed to be run over a 3 month timeframe as an initial boost to sales performance.

    Following this, skill and habit reinforcement is provided through:

    • Ongoing coaching, scaled to manager and rep desire (e.g. fortnightly, monthly, quarterly)

    • 6-weekly group training on a range of sales skills and habits

    • Quarterly Reporting and Review

  • We started Deal Coach because we want to see people change for the better. Being better at sales includes being better at conversations, becoming more organised, and being more effective with our time and habits. In our opinion, being better at sales improves all of life.

    For your team, we don’t want to just increase order intake. We believe the program will:

    • Boost rep confidence and morale through a sense of company investment in professional growth

    • Enhance team collaboration through interactive group training sessions and alignment around common habits

    • Create stronger individual ownership through emphasis on mindset, motivation, and self-assessment, fostering a culture of accountability

    • Create clearer career progression through a visible skill development program and goal setting opportunities

    • Positively impact culture and retention through instilling a learning and growth mindset

Ready for a call?

We’ll use 30 minutes or less to determine the impact we can have on your team.

Or not?

Don’t want a call yet but have specific questions? Don’t see a time that suits? Use this form and we’ll get started via email.