1. Ask, don't tell
Great coaches ask the rep to diagnose their own performance before offering feedback.
2. Specific, observed feedback
'Your discovery questions were closed-ended at minute 12' beats 'be better at discovery.'
3. Use call recordings
Coaching from Gong or Chorus recordings beats coaching from memory.
4. Role-play before real calls
Practice in a safe environment before the high-stakes call.
5. Coach the top quartile, not just the bottom
The highest ROI comes from making good reps great.
6. One coaching theme per session
Reps can absorb one improvement at a time.
7. Tie coaching to specific deals
Coach in the context of active opportunities, not abstract scenarios.
8. Measure before and after
Track skill scores or deal metrics to validate coaching impact.
9. Block time for coaching
Top managers spend 30-50% of their time coaching. Block it on the calendar.
10. Coach to methodology
Reinforce MEDDPICC, Challenger, or whatever framework your team uses.
Frequently asked questions
What's the most effective sales coaching technique?
Specific observed feedback from real calls. Coaching from memory or abstract scenarios is dramatically less effective.
CTA
Coaching benefits from account-level context. See how CRUSH gives managers the deal data they need to coach effectively. [Book a Demo]
