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Coaching & Performance · 5 min read

How to coach sellers on real deals, not just inspect them

A deal review can fix this quarter or build the skills that fix the next ten deals. The difference is how the manager asks.

Most deal reviews are inspections: what stage is it at, when will it close, what do you need from me? Useful for the forecast, but sellers rarely leave better at selling.

Pick one skill per conversation

Choose the skill behind the risk: discovery depth, multi-threading, negotiation preparation. Focus the coaching there rather than covering every field.

Ask, then listen

Questions such as ‘what do you think the economic buyer cares about most?’ help sellers think. Telling them the answer solves one deal; helping them find it builds a habit.

Agree a buyer-facing action

Every coaching conversation should end with something the seller will do with the customer before the next review, and a quick check on how it went.

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