Gap Sales Manager Training
Are Your Sales Managers Leading or Selling From the Side?
People We Work With:
Be honest for a second.
Are your frontline managers truly leading, or are they just the most expensive salespeople on the team?
Too often, managers jump into deals, write emails, join calls, and “help close” — but they’re not actually developing their reps, driving pipeline accuracy, or building forecast trust. They’re firefighting. They’re doing instead of leading.
If your managers spend more time rescuing deals than raising capability, you don’t have a sales methodology problem — you have a leadership problem.
And that’s what this training is built to fix.
What It Is
Gap Selling for Sales Managers is a leadership training program designed to transform frontline managers into true performance leaders — people who build capability, accountability, and consistency across the entire sales organization.
Yes, it’s about coaching. It’s about observing reps, delivering feedback, and running powerful one-on-ones and deal reviews. But it’s more than that. It’s about doing all of those things within an operating system that connects the dots between enablement, process, and execution.
Frontline managers are the connective tissue of the sales organization — the point where training, tools, and methodology either stick or fall apart. They ensure that every conversation, every inspection, and every coaching moment aligns with what the organization has defined as best-of-breed.
This program equips them to lead inside that system — making every enablement investment pay off, every process consistent, and every rep better. It turns management from reactive support into a disciplined engine of performance and growth.
What It Covers
Managers learn how to:
- Create a Problem Centric™ Culture – Set expectations, define what good looks like, and hold reps accountable to outcomes—not effort.
- Run Rigorous Deal Reviews – Replace status updates with evidence-based questions: Is the problem big enough to change? and Is our solution the best to solve it?
- Build Pipeline and Forecast Discipline – Learn to trust the data, forecast within ±15%, and remove “happy ears” from the process.
- Coach for Growth – Apply the Gap Selling Coaching Framework (Observe → Describe → Prescribe → Absorb → Apply → Repeat) to develop capability, not dependency.
- Drive Behavioral Metrics – Manage what predicts success: deal quality, opportunity scores, commit accuracy, and win rates.
Explore Gap Selling for Sales Managers
See how our leadership training helps managers coach better, run cleaner forecasts, and create consistency across the entire sales organization.
Why It Matters
Frontline managers control the rhythm, accuracy, and culture of your revenue engine. When they act like super-sellers instead of leaders:
- Pipelines become distorted.
- Forecasts lose credibility.
- Coaching becomes reactive.
- And your organization scales activity—not performance.
Gap Selling for Sales Managers replaces that cycle with leadership rigor — turning managers into the connective tissue that drives consistency, accountability, and growth.
When managers lead this way, revenue becomes predictable. Forecasts land where they should. Deal quality improves — higher win rates, shorter sales cycles, and stronger margins. Reps hit quota more consistently. CAC drops as productivity rises. Enablement investments finally translate into measurable performance gains. The result? A disciplined, high-performing sales organization that runs on clarity, accountability, and growth.
“It changes the landscape of the organization completely. If you want to be in hypergrowth, if you’re in growth phase right now — Gap Selling is where you need to be.”
Mark Cope, CRO – Corestream
Who It’s For
- Frontline Sales Managers who want to step out of the deal and into leadership.
- VPs of Sales & CROs who want forecast trust, pipeline accuracy, and scalable execution.
- Sales Enablement Leaders who need a framework to operationalize coaching and drive adoption.
How to Identify a Frontline Manager Problem
Ask yourself:
- Are your managers leading deals—or participating in them?
- Do your deal reviews create insight—or just information?
- Can you trust your pipeline, or do you constantly “gut-check” the forecast?
- Are managers developing reps who can sell independently—or dependent on help to close?
If any of this hits close to home, you already know the answer.
This training is for you.
Schedule a Conversation About Manager Development
We’ll show you how the Gap Selling framework turns frontline managers into leaders who drive pipeline accuracy, accountability, and growth.