How to Coach Reps on Active Deals
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Choose the decision the private coaching session should improve. Use the record to test an assumption, hear the rep's reasoning, and assign a next move that can be checked later.
Developing
Start here. Build the foundation.- 1
Before coaching, review the deal record, relevant call, stage history, stakeholders, risks, and previous actions. Choose one decision to improve and prepare questions about an unsupported assumption and a missing buyer action.
- 2
When the rep describes intent, timing, or a champion, ask what the buyer actually did and what event makes the date necessary. Hear the rep's proposed move before yours; record the answer that changes strategy.
Proficient
Build consistency and rhythm.- 3
Before closing the session, assign each next action one owner and deadline. Reopen previous commitments and record what happened so the following conversation starts from execution evidence rather than repeated advice.
- 4
After several sessions, compare notes across reps and add recurring gaps with deal context to a shared pattern register. Review it monthly; repeated evidence should determine which team skill receives attention.
Mastered
Operate at the highest level.- 5
When a gap recurs across several reps, publish the situation, useful questions, and a practice example in team guidance. Use it in the next practice session and check whether reps apply it beyond the original deals.
Common Pitfalls
Avoid the common failure modes.- Turning coaching into a status update. Test one unsupported assumption against buyer action before choosing the next move.
- Offering every answer first. Ask for the rep's reasoning and proposed action.
- Ending with encouragement instead of commitments. Record owners and deadlines before the session closes.
- Treating each deal as unrelated. Compare sessions for repeated skills the team needs to practice.
- Coaching only troubled deals. Include strategically important opportunities before a visible problem appears.