Understand the Individual
Different salespeople approach challenges, relationships, decisions, and performance expectations differently. Effective coaching recognizes these differences.
SALES LEADERSHIP & PERFORMANCE COACHING TRAINING
The ACT Protocol™
An Accountability System
That Drives Performance
Understand who you're coaching.
Learn how to coach them. Drive accountability.
Great coaching begins with understanding the individual and succeeds when meaningful commitments turn into action.
Half-Day Instructor-Led TrainingAvailable In-Person or Live Virtual
Developed by RAD Potential Advisory Inc.
Behavioural insight. Purposeful action.
A practical approach to sales leadership.
The ACT Protocol™ is a practical, half-day training program designed to equip sales managers and leaders with foundational coaching methods that combine behavioural insight, personalized development, and accountability to help advisors grow and strengthen sales performance.
Built around the AdvisorDNA™ sales archetype framework and three essential coaching principles— Accountability, Commitment, and Terms —the program helps managers make coaching conversations more purposeful, productive, and results-driven.
Why coaching needs a different approach
Better Coaching Starts With Better Understanding
Sales managers invest considerable time helping advisors improve performance. Yet coaching is not always effective because managers may apply the same approach to individuals with very different behavioural tendencies, motivations, and development needs.
Even when coaching conversations are productive, they can fall short when expectations are unclear, commitments are not fulfilled, and follow-through is inconsistent.
The ACT Protocol™ addresses both challenges: understanding the individual being coached and creating a disciplined accountability process that turns coaching into action.
Personalize the Conversation
Managers need practical methods to adapt coaching conversations to the individual rather than relying on a one-size-fits-all approach.
Drive Accountability
Meaningful development requires clear commitments, personal responsibility, and consistent follow-through.
The training program
A Practical Foundation for More Effective Coaching
The ACT Protocol™ is organized around three connected learning modules that help managers understand who they coach, establish accountability, and apply practical coaching techniques.
01
Module 1 — Understanding Who You Coach
Behavioural Insight and the AdvisorDNA™ Archetypes
Effective coaching begins with understanding the individual.
Participants are introduced to the AdvisorDNA™ sales archetype framework and how different behavioural orientations can influence communication, motivation, decision-making, and coaching needs.
The Competitor
Often motivated by achievement, challenge, results, and forward momentum.
The Equalizer
Often oriented toward relationships, balance, collaboration, and alignment.
The Technician
Often values accuracy, preparation, process, and thoughtful execution.
Participants learn to:
- Recognize the three primary sales archetypes.
- Understand how behavioural tendencies can influence coaching needs.
- Adapt communication and coaching approaches to different individuals.
- Recognize that salespeople may exhibit blended archetype characteristics.
- Use behavioural self-awareness to support professional development.
Archetypes are developmental lenses rather than fixed personality labels. The AdvisorDNA™ framework and Identifier support coaching, self-awareness, and team effectiveness—not hiring or employee selection decisions.
02
Module 2 — The ACT Protocol
Accountability. Commitment. Terms.
Once managers understand who they are coaching, they learn how to establish a structured accountability coaching relationship.
Accountability
Establish clear ownership of actions, responsibilities, and performance expectations.
Managers learn how to encourage advisors to take responsibility for their development and performance rather than becoming dependent on the manager for direction.
Commitment
Turn coaching conversations into specific, meaningful, and actionable commitments.
Managers learn how to secure clear agreements about what the advisor will accomplish before the next coaching conversation.
Terms
Establish the expectations and responsibilities that govern the coaching relationship.
A manager's developmental coaching time is a valuable investment. Advisors are expected to fully honour their agreed commitments before progressing to the next developmental coaching session.
When commitments are not fulfilled, the conversation returns to accountability rather than simply moving on to new objectives.
“Do what you say you're going to do. Honour your commitments. Earn the next coaching conversation.”
Accountability is not about punishment. It is about establishing mutual expectations, reinforcing personal responsibility, and creating the conditions for meaningful development.
03
Module 3 — Coaching That Drives Performance
Putting Behavioural Insight and Accountability Into Practice
Participants learn how to combine archetype awareness with the ACT Protocol to conduct more effective coaching conversations.
- Adapting coaching conversations to different sales archetypes.
- Asking questions that encourage ownership and self-reflection.
- Identifying specific behavioural development opportunities.
- Establishing measurable action commitments.
- Reviewing previous commitments and execution.
- Addressing missed expectations constructively.
- Reinforcing consistent follow-through.
- Connecting coaching actions to sales performance objectives.
Practical sales coaching examples. Interactive discussion.
Apply the methodology to a missed prospecting commitment: review the agreed action, ask what prevented execution, adapt the conversation to the advisor’s coaching needs, and establish a specific next commitment before moving to new objectives.
The ACT coaching philosophy
Coaching Time Is an Investment.
Accountability Is the Return.
“Accountability turns coaching conversations into action. Action is what drives performance.”
Effective coaching requires a commitment from both the manager and the advisor.
The manager invests time, experience, and guidance to support the advisor's development. In return, the advisor accepts responsibility for executing the actions they have committed to completing.
The ACT Protocol™ establishes a simple principle: continued developmental coaching is earned through demonstrated commitment and follow-through.
Managers learn to distinguish between productive coaching and repetitive conversations that fail to produce action.
Program details
Practical Training for Sales Leaders
- Program
- The ACT Protocol™
- Duration
- Half Day
Approximately 3–4 Hours - Format
- Instructor-Led Training
- Delivery Options
- In-Person Workshop
Live Virtual Instructor-Led Training - Designed For
- Financial Advisor Managers
- Agency and Branch Leaders
- Regional and District Sales Leaders
- Sales Managers and Team Leaders
- Field Development and Performance Coaches
- Primary Focus
- Understanding Sales Archetypes
- Personalized Coaching
- Accountability and Commitment
- Advisor Development
- Sales Performance Execution
Learning outcomes
What Managers Will Take Away
Following the program, participants should be better equipped to:
01
Understand the behavioural tendencies of the individuals they coach.
02
Adapt coaching approaches to different sales archetypes.
03
Establish clearer coaching expectations.
04
Encourage greater personal accountability.
05
Secure meaningful and measurable commitments.
06
Reinforce consistent follow-through.
07
Conduct more purposeful coaching conversations.
08
Support advisor development and stronger sales execution.
Extend your coaching with AdvisorDNA™
Training Builds the Foundation. AdvisorDNA™ Helps You Put It Into Practice.
The ACT Protocol™ gives managers a practical foundation for understanding individual coaching needs and creating stronger accountability.
AdvisorDNA™ extends that learning with an AI-powered coaching and development platform designed to help managers personalize coaching, explore development strategies, and better understand team dynamics.
After completing the training, organizations can subscribe to AdvisorDNA™ to support ongoing coaching and development.
AdvisorDNA™ Identifier
Explore sales archetype orientations and behavioural tendencies through a brief developmental questionnaire.
AI Coaching Assistant
Generate personalized coaching guidance, development suggestions, and actionable strategies informed by AdvisorDNA™ archetype profiles.
Scenario Assistant
Explore practical approaches to real-world coaching challenges and different sales management situations.
Team Map & Advisor Pairing
Better understand behavioural differences, team dynamics, potential alignment, and areas of friction.
Training and technology. Complementary, commercially separate.AdvisorDNA™ is an optional subscription offered separately from The ACT Protocol™ training program. The training can be purchased independently; no software subscription is required or included.
Sarah Tremblay · Technician with Equalizer Lean
EN / FRAccount
Selling Style Identifier
AdvisorDNA™ profile
Sarah Tremblay
The Trusted Specialist
Technician with Equalizer Lean
Analytical and methodical, explaining complex recommendations with patience and personal care.
Self-IdentificationStyle Distribution
Your selling instincts are distributed across the three AdvisorDNA™ styles — every advisor draws on all three in their own unique balance.
TEAM MAP
Team Map
4 people selected · Drive & Relationships
Equalizer connection →
Relationship buildersDriven connectorsSteady specialistsResults chasersSTMRJLDC
Competitor drive →ST SarahMR MichaelJL JenniferDC David
Centre of gravity: Technician · Competitor energy is lightest.
SCENARIO ASSISTANT
Situation2 Guidance
Adapting to a client meeting
What situation are you facing right now?
Example 1 of 3
GROWTH SCORECARD
Ask three open questions before presenting any solution
Illustrative profiles and guidance · Selected views from the Selling Style Identifier, Team Map, Scenario Assistant, and Growth Scorecard
Training delivery
Flexible Delivery. Practical Learning.
In-Person Training
A facilitated half-day workshop delivered directly to your organization's leadership team.
Designed to encourage discussion, practical learning, and the application of accountability coaching methods to real-world management situations.
Live Virtual Training
A live, instructor-led half-day training experience delivered online.
Ideal for organizations with geographically dispersed leadership teams seeking consistent coaching development without the need for travel.
Both formats deliver the same foundational ACT Protocol™ methodology.
Who should attend?
Built for Leaders Responsible for Developing Sales Performance
The ACT Protocol™ is designed for managers who coach, develop, and support sales professionals.
The program is particularly relevant to financial services organizations, including insurance agencies, wealth management firms, financial advisory organizations, and sales distribution networks.
Its principles can also be applied to broader sales leadership environments where accountability and individual development are essential to performance.
The ACT Protocol™
Make Every Coaching Conversation Count.
Equip your sales leaders with the behavioural insight, coaching structure, and accountability methods needed to support meaningful advisor development.
Discover how The ACT Protocol™ can help your organization build a more consistent and effective approach to sales coaching.