VSI Sales Manager Frameworks & Tools

Value selling doesn’t stick without structure. We give your team the tools and training to make it second nature.

Bob Hultz training a B2B sales team on VSI frameworks and tools

What We Offer

  • VSI Training Courses

    25 Lessons of Value Selling
    The Sales Process
    Negotiations: Supplier Perspective
    The Sales Manager

  • VSI Workshops

    Interviewing 101
    New Manager Assimilation
    Voice of the Field (Ideation)
    Managing 3rd Parties

  • VSI Selling Tools

    The GAP Score Card
    Sales Process Assessment
    Sales Plan Worksheet
    Pre-Call Planning Worksheet
    BANTA Worksheet
    VSI AI Reference Files

  • VSI Manager Framework/Models

    Uncover Discover Recover Model
    FAR Coaching Model
    TARP Coaching Model
    Good Finding Feedback Model
    Performance Management
    Onboarding

Sales Manager Frameworks & Models

  • Uncover–Discover–Recover Model

    The foundation of VSI’s coaching philosophy. Managers learn to create the need (Uncover), teach the skill (Discover), and reinforce it through practice (Recover). This model builds accountability and ensures coaching is continuous rather than reactive.

  • FAR Coaching Model (Foundation–Action–Results)

    A structured approach to developing salespeople. Managers establish the foundation of knowledge and tools, observe action in the field, and review results to refine performance. FAR is used in ride-alongs, role-plays, and one-on-one reviews to drive consistent skill growth and measurable outcomes.

  • TARP Coaching Model (Training–Action–Results–Positive Feedback)

    Focused on reinforcing excellence, TARP transforms good behaviors into lasting habits. By celebrating wins and connecting them to outcomes, managers build confidence and strengthen team consistency.

  • Good Finding Feedback Model

    Encourages managers to name the specific behavior that worked, explain why it worked, and encourage repetition. This positive feedback loop builds trust, competence, and motivation across the team.

  • Performance Management Framework

    A practical roadmap for addressing underperformance through VSI’s Confronting Incompetence model. Managers learn to use data, fairness, and structured follow-up to turn around struggling performers or protect team culture when standards aren’t met.

  • Onboarding Framework

    Provides a repeatable system to welcome new hires with clarity, connection, and confidence. Includes SMART goals, team introductions, and early coaching plans that set the tone for success from day one.

  • Strategic Planning & SWOT Alignment

    An annual process capturing both the Voice of the Customer and Voice of the Field. Managers learn to translate SWOT insights into actionable territory and account plans that align with corporate objectives and drive forward-looking growth strategies.

  • Role of Profit Model

    Reinforces the principle that profit is the red ball managers cannot drop. This framework helps teams maintain profitability focus in every decision while developing their people—the two ultimate KPIs of successful sales management.

  • Succession & Self-Management Tools

    VSI’s Manage Yourself and Org Chart Always Out of Date principles prepare managers to think ahead—developing the next generation of leaders while mastering the discipline, planning, and clarity required to lead today.