Jack Daly’s CORE Sales Coaching Model: A Practical Guide

What Is the CORE Model?

Jack Daly’s CORE Sales Coaching Model is a simple, repeatable framework for turning coaching conversations into measurable behavior change. It aligns daily selling activity with business goals through four coaching moves: Clarify the target, Observe the real behavior, Reflect together on gaps, and Execute a specific improvement plan. The model’s power is its cadence — managers coach consistently, not occasionally.

The CORE Model Explained

1) Clarify — Define Outcomes & Standards

• Set a clear objective (e.g., raise Stage 2→3 conversion from 28% to 38% in 60 days).
• Translate goals into observable behaviors (e.g., MEDDIC qualification questions asked and recorded in CRM notes).
• Align on definitions (ICP, next step, qualified, close plan) to remove ambiguity.

2) Observe — Watch the Real Work

• Shadow calls/meetings, review call recordings, inspect CRM hygiene and deal notes.
• Capture evidence, not opinions: what was asked, what was missed, what was agreed.
• Use short field observations (10–15 minutes) to increase frequency without adding overhead.

3) Reflect — Diagnose the Execution Gap

• Replay facts and outcomes; co-diagnose gaps against standards and playbook.
• Coach with questions: “What was your intent?” “What might you try next?”
• Extract a single focus area per cycle (e.g., qualification depth, next-step setting).

4) Execute — Commit to a Next Action

• Agree one concrete action, owner, and date (e.g., run a discovery checklist on 5 target accounts this week).
• Log actions in CRM/enablement tool; follow up at the next session for accountability.
• Measure impact (conversion, velocity, deal quality) to close the loop.

Applying CORE with Sales Teams

• New reps: Clarify the playbook behaviors; observe early calls; reflect on talk tracks; execute micro-goals (e.g., secure a clear next step every call).
• Experienced reps: Target leverage points (deal strategy, multithreading, mutual action plans) and remove friction that slows velocity.
• Team level: Run weekly CORE rounds (10–15 min per rep) plus a monthly deep-dive on one shared capability (e.g., discovery).

Using CORE in Consulting & Enablement

For consultants, CORE provides a structure to diagnose execution gaps and embed change:

1. Clarify the desired outcomes with leadership and define role standards.
2. Observe reality via call libraries, pipeline reviews, and ride-alongs.
3. Reflect with managers on systemic gaps (tooling, process, coaching skill).
4. Execute an enablement plan: checklists, templates, cadences, and manager training.

Tools & Templates That Amplify CORE

• Discovery checklist mapped to your qualification framework (e.g., MEDDIC, SPICED).
• Call scorecards with 5–7 observable behaviors (binary, not subjective).
• Deal review template focused on risks, next steps, and multithreading.
• Manager coaching tracker to log CORE sessions and follow-ups.

Common Pitfalls (and Fixes)

• Vague goals: define numeric targets and observable behaviors.
• Coaching by opinion: anchor on recordings, notes, and pipeline data.
• Too many focus areas: one behavior per cycle beats five intentions.
• No follow-up: schedule the next CORE check-in and review the action’s impact.

Roll-Out Plan (30–60 Days)

1. Week 1–2: Align leaders on standards; configure CRM fields for behavior tracking.
2. Week 3–4: Manager bootcamp on CORE; pilot with one squad; gather feedback.
3. Week 5–6: Scale to all teams; publish scorecards; start weekly CORE rounds.
4. Week 7+: Review metrics; refine standards; celebrate behavior wins publicly.

Executive Summary

CORE (Clarify, Observe, Reflect, Execute) is a lightweight, repeatable coaching loop that turns goals into observable behaviors, verifies reality through evidence, co-diagnoses gaps, and commits to one concrete next action with follow-up. Use weekly CORE rounds, call scorecards, and CRM-linked actions to drive consistent improvement in conversion, velocity, and forecast quality.