How do I actually coach reps on their deals?
You sit in the deal review. You look at the stage, the close date, the next step typed into the CRM. You ask if it's on track. The rep says yes. You both know that's not coaching — it's reporting. You were promoted because you closed deals yourself. Now you manage people who must close deals without you in the room. The skill that got you here won't get your team there. You must learn a new one: asking instead of telling. This is not a flaw in you alone — most managers never get taught it. Your pod faces the same gap. Fix it together, and you stop guessing at each other's deals. You start sharpening each other's questions instead.
You don't coach a deal by reading the spreadsheet. You coach it by asking three questions: What does the customer need? What's stopping them from buying? What will you do about it this week? Ask. Don't answer for them. Choose questions over advice.
What changes unlock by starting
- You can tell within one conversation whether a deal is real or hopeful.
- Reps bring you problems earlier, before the deal is already lost.
- Your deal reviews get shorter and change more outcomes.
- You stop solving deals for people and start building people who solve them.