For managers
Give managers the questions, exercises, and reinforcement cadence to make Jim and John's Common Sense Selling process show up in calls, meetings, forecasts, and live opportunities.
The manager problem
Managers need a way to inspect the quality of the opportunity, not just the rep's confidence. SalesCoach gives managers a common language for pain, resources, authority, decision process, and next-step commitments.
Pipeline coaching
Manager tools
Unconditional guarantee
We are so confident your sales results will improve after taking SalesCoach that we give you a 100% satisfaction guarantee. Let us know within 30 days that you want a refund, and we will send it back with one click.
You will find value in the program and be able to put it to use immediately. After this training, you will have a process to help you close more business without discounting, get out of dead deals sooner, and sell with more confidence.
Common objections
The answer is usually the same: the selling environment changes, but buyers still need trust, relevance, qualification, and clear next steps.
See all FAQsYes. Modern buyers are more informed, more skeptical, and less patient with generic pitches. Common Sense Selling works because it starts with diagnosis, qualification, trust, and clear next steps before a solution is presented.
The examples change, but the sales problems are familiar: weak qualification, unclear authority, price pressure, stalled proposals, and vague follow-up. The process gives your team a way to adapt the questions to your market instead of memorizing a script.
The goal is not to turn every rep into the same personality. The goal is to give every rep the same discipline: set expectations, uncover the real problem, qualify the opportunity, and earn a clear decision path.
That is exactly why the method avoids pressure tactics. It helps reps ask better questions, listen earlier, and connect the solution to the customer's stated problem instead of assuming what matters.
Email works best when it supports a clear sales process. SalesCoach helps reps write emails that earn the next conversation, confirm meeting agreements, summarize pain, and avoid sending proposals before the opportunity is qualified.
AI can help with research, call planning, follow-up drafts, and role-play practice. It does not replace judgment. Common Sense Selling gives reps the structure to decide what to ask, what to verify, and when the deal is real.
Yes. Remote selling makes structure more important, not less. Reps need better opening agreements, cleaner agendas, sharper questions, and more explicit next steps because informal room cues are weaker.
Yes. The same process applies: set the agenda, create comfort, diagnose the problem, qualify the decision path, and agree on what happens next. The format changes, but the buyer still needs trust and clarity.
Jim Dunn & John Schumann
SalesCoach is not anonymous courseware. It is the online home of the Common Sense Selling method built by Jim and John, the trainers and authors behind the books, tools, and lessons.
Founder, author, sales process architect
Jim founded Whetstone Group in 1992 and helped develop Common Sense Selling into a practical sales process used by thousands of salespeople and managers. His background includes national speaking, sales books, financial services, commercial banking, technology, commercial real estate, manufacturing, life sciences, and professional services.
International sales trainer and course leader
John brought decades of sales and marketing experience from national and international companies into the Common Sense Selling system. His training background spans complex selling, sales leadership, corporate teams, and the online SalesCoach curriculum.
Start training
Use the manager path when the team needs more than motivation. It gives leaders the language and tools to coach actual sales behavior.
