BDA Sales Coach

BDA Sales Coach

Business Development Associates, Inc.

Full-Time | Remote with Travel |

Reports to:

BDA Principal

BDA is seeking a Sales Coach to serve as the embedded coaching resource for a major client engagement in the restoration industry. This role is responsible for the ongoing development, accountability, and performance management of a team of approximately 30 Business Development Managers across multiple regions.

The Sales Coach conducts weekly 1:1 coaching sessions with each assigned rep, diagnoses performance issues, holds reps accountable to defined behavioral standards, and works within BDA’s proprietary Revenue Coaching Operating System (RCOS). The coach reports to the BDA Principal and works closely with the client’s regional sales directors.

This is a coaching role, not a sales role. The ideal candidate is someone who has led and developed sales teams, who thrives on holding people accountable, and who can diagnose the difference between a skill problem, a will problem, and a fit problem — and act accordingly.

• Conduct weekly 1:1 coaching sessions with each assigned rep, anchored to CRM data, sales plan progress, and defined behavioral milestones.
• Prepare for every session by reviewing the rep’s prior-week activity, pipeline movement, and deal progression — never enter a session without a data-informed agenda.
• Open each session with follow-up on the prior week’s commitment. If the commitment wasn’t met, that becomes the session.
• Diagnose underperformance using the Skill-Will-Fit framework and apply the appropriate coaching response for each diagnosis.
• Categorize every rep as Performing, Developing, or On Notice, and calibrate coaching intensity accordingly.
• Elicit specific, verifiable commitments from reps at the close of every session — what behavior, how many, by when — and follow up the next week.
• Have hard conversations when the data calls for them. Confront gaps directly, specifically, and without avoidance.

• Maintain fluency in the client’s CRM (currently Hub Spot) at a level sufficient to pull any rep’s activity data, pipeline status, or revenue numbers independently and in real time.
• Track and report on leading behavioral indicators — activity volume and quality, pipeline coverage ratios, conversion rates between stages, deal velocity — not just revenue.
• Identify reps whose CRM data does not match observed behavior and investigate discrepancies.
• Provide weekly coaching summaries to the BDA Principal with rep-level status, key concerns, and recommended actions.

• Learn and coach to BDA’s Revenue Coaching Operating System within the first 30 days. The methodology is structured and teachable; your job is to master it and apply it with coaching judgment.
• Understand the full sales lifecycle used by the client — prospecting, pain discovery, at-the-desk meetings, agreement signing, kickoff, farming — at a level sufficient to diagnose where reps are breaking down.
• Participate in ongoing development of BDA’s coaching methodology and contribute field-level insights that improve the system.

• Build productive working relationships with the client’s regional sales directors and operations leaders while maintaining clear boundaries about BDA’s coaching scope.
• Represent BDA professionally in all client interactions. You are an extension of BDA’s brand and methodology.
• Surface client feedback, emerging issues, and opportunities to the BDA Principal promptly.

Business Development Associates is a sales consulting and coaching firm specializing in structured sales programs for service-based industries. Our Revenue Coaching Operating System provides clients with a…