Absolutely. One of the most memorable pieces of feedback came from a sales rep during a strategy session where I was walking them through a value-based messaging framework. I thought I was being clear and methodical, but the rep—quite bluntly—said, "Niclas, I get the logic, but this feels like a textbook. I need to know how this works on a call when the prospect throws me off." It stung a little at first, but they were right. I'd fallen into the trap of over-explaining theory and under-delivering on practical execution. So I changed the structure of my coaching sessions. Instead of leading with frameworks, I started with real call examples—good, bad, and messy—and we dissected them together. That same rep later told me, "This is the stuff I can actually use tomorrow." At spectup, we even turned this approach into a sort of internal playbook, where sales support is anchored in real scenarios, not just clean slides. It reminded me how important it is to stay grounded in the day-to-day challenges reps face, especially when your role starts drifting more into strategy. I've kept that rep's comment in my notes ever since—partly as a reminder to stay humble, and partly because it actually made me better at my job.
A few months ago, I received feedback from a sales rep that helped me refine my coaching approach. She mentioned that while I provided a lot of strategic advice, she sometimes struggled with actionable steps that could be implemented right away. This made me realize that I was focusing too much on long-term strategies without offering enough immediate tools to apply. To address this, I started incorporating more specific, tactical suggestions in our sessions—like creating short daily to-do lists or using time-blocking techniques for prospecting. I also began breaking down larger goals into smaller, achievable tasks that they could start working on immediately. The result was a noticeable increase in productivity, and the reps seemed more confident and engaged. This feedback taught me the importance of balancing strategy with practical, everyday actions in my coaching.
One example that comes to mind was when I received feedback from a sales rep about my coaching style. They mentioned that while the overall strategy was clear, there was a gap in how I was addressing specific obstacles they encountered during client calls. They felt that more detailed, actionable steps would help them navigate those real-time challenges better. To implement this, I adjusted my coaching approach by breaking down the process into smaller, more manageable steps. I started providing them with real-world examples and scenarios they could use in their calls. This made the strategy more relatable and actionable. I also encouraged more two-way communication, asking reps to share their specific hurdles before we dove into coaching sessions. The feedback led to more targeted, dynamic coaching, which made a noticeable difference in the reps' ability to handle challenges. It reinforced the importance of adapting coaching techniques to the needs of individual team members and being open to their input to enhance performance.