Sales Coaching That Actually Changes Your Number
Sales coaching is regular, specific feedback on how you actually sell (your calls, your discovery, your deal strategy) followed by one or two changes you practice and get reviewed again. If a session is only a forecast check, it's a pipeline review, not coaching.
"Does anyone's manager actually coach, or is it just pipeline reviews?"
That exact question is a live r/sales thread (1vqnjcm). A pipeline review asks what is closing. Coaching asks how you're running the deal and what you'll do differently on the next call. Peer-reviewed research on 1,246 pharma reps found managers' coaching skill tied to goal attainment, and frequent coaching from low-skill managers actually hurt (Personnel Psychology, doi:10.1111/peps.12123). If your pipeline review feels like wishful thinking, read Your pipeline is not a wish list.
What does a good coaching session look like?
- Listen to one recorded call together.
- Pick one behavior (not five).
- Role-play it.
- Review the next real call.
See our 20-minute version: The call review coaching loop.
What should coaching focus on first?
Discovery. A lot of lost deals trace back to it. Read the discovery advantage.
My manager doesn't coach. Now what?
A reply in eh7mvc nails it: find "someone who is good at it", often a consistent 85th-95th percentile producer, not the superstar. That's what a peer community is for: the Evolved Pros community, live sessions and the podcast. Quang Do on mentorship across the generational gap is worth a listen.
Is sales coaching worth paying for?
Only if you'll do the work. One r/sales manager: "Coaching is just something to help your hard work pay off." Check if you're a fit and see pricing.
FAQ
What is the difference between sales training and sales coaching? Training teaches a skill to a group once; coaching applies it to your real deals, repeatedly.
How often should sales coaching happen? Consistently enough to review the change you agreed on. Skill matters more than frequency (study above).
Can I get sales coaching without a manager? Yes: peer call reviews, a mentor, or a coaching community.
What should I bring to a coaching session? One recorded call and one stuck deal.
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The Bottom Line
Coaching changes how you sell on the next call. If nobody's doing that for you, find the people who will. Join the Evolved Pros community.
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