The best sales managers are not just process experts. They are students of human behavior. They know that how a rep thinks about a deal shapes how they sell it, and that no amount of methodology training fixes a rep who does not believe they can win. Yet psychology rarely features in sales coaching frameworks. We train managers on pipelines and talk tracks, but almost never on what actually drives human behavior, motivation, and change. This session changes that: • The psychological principles every sales coach should understand but was never taught • How to use motivational interviewing techniques to get reps to drive their own development • Why most performance conversations backfire, and how to reframe them for genuine impact • How to build a team culture where psychological safety and high performance coexist