How Sales Leaders Use Coaching as a Performance Force Multiplier

Inconsistent coaching leads to inconsistent performance and outcomes.

A rookie struggling to hit quota needs different coaching than a veteran stuck in a slump. But most managers don’t have the capacity to tailor coaching at scale. Instead, they chase urgent deals, not long-term development, resulting in inconsistent seller performance and unpredictable growth.

Without a structured coaching system, high performers plateau, mid-tier reps stay stuck, and managers spread themselves too thin.

That’s why coaching is the third barrier to repeatable revenue. To scale it, you need a system that pinpoints coaching needs, delivers targeted support, and tracks improvement — without slowing anyone down.

Here’s how to change that.

Step 1: A data-driven way to surface coaching needs based on leading indicators

By the time coaching happens, it’s often too little, too late. Managers tend to step in with coaching reactively, when deals are about to fall apart, instead of proactively, to develop sellers to be their best. Your sales leaders need a system to shine a light on what their reps need before it reaches a crisis point.

Salesloft coaching has been really insightful for me to be able to drill down rep by rep and have those specific conversations around their activity.

How Salesloft helps

Salesloft gives your managers visibility to see how each rep is working and what support they need. While your managers can’t be in every call or review every recording, they can use Salesloft to get important insights and review key moments.

• Coaching dashboards. Identify coaching opportunities with real-time AI insights based on seller activities and deal status. Personalized coaching suggestions, such as objection handling insights, help your team continuously improve performance.

• Conversation analytics. Stay on top of trends and areas of improvement with emailed call highlights that keep you informed about key moments from sales calls.
• Configure deal gaps and qualification frameworks. Set parameters for leading indicators of pipeline health and get notified when deals show signs of trouble so you can act quickly to keep deals on track.

See how every seller is performing

With AI to analyze seller activities and deal statuses at scale, your sales leaders can recognize coaching opportunities before they threaten deals and focus coaching efforts on the sellers and teams that need it most.

Step 2: A structured, repeatable coaching model that ensures no rep slips through the cracks

Your sales managers need a way to coach the right people at the right moment in the right way. Some sellers mask their problems well or scrape by despite skill gaps. It’s not always easy for busy managers to tell when a seller is struggling. They naturally focus on the loudest problems and may miss quiet ones.

Salesloft allows us to create repeatable steps and processes for our sales team to follow when communicating with their prospects and partners. By using automation triggers from our CRM, we can guide the sales team towards wins. Our managers and training teams can then listen to and review calls and meetings with prospects and partners to support coaching and development. Salesloft is integral to the way our business supports our sales teams

How Salesloft helps

Salesloft supports and analyzes execution throughout the entire sales cycle, integrating proven sales plays and tailored coaching directly into seller and manager workflows.

• AI-assisted scorecards. Spot opportunities and red flags sooner with AI-powered scorecards that feed conversation analysis into managers’ workflows. Insights such as a rep’s objection handling performance will automatically prompt managers to follow up.

• Coaching workflows. Embed personalized coaching activities into daily workflows to reach every seller with the coaching resources they need, without interrupting their day-to-day activities.

Empower every seller to excel

AI helps managers identify more opportunities for coaching based on rep behaviors and deal status. Embedding coaching into the rep workflow means there’s no way they’ll miss it. Since workflows are repeatable, you can then replicate successful coaching tactics at scale.

Step 3: Tools to track coaching effectiveness and measure the impact on deal outcomes

The ultimate goal of coaching must be to improve revenue performance. If your managers are just coaching to swoop in and rescue deals, they aren’t acting strategically. You need a way to build a proactive coaching strategy — and report your results — with hard data.

Salesloft's Command Center has given us visibility into deals that are likely to stall or be lost so that we can take action and put together a plan to close the gap before it's too late.

How Salesloft helps

Salesloft delivers comprehensive reports showing the impact of your coaching efforts on revenue. Use this information to demonstrate the ROI of your coaching program and to optimize coaching based on what’s working best.

• Team performance reports. Understand exactly what’s going on across your organization at a team and individual level, and diagnose key factors affecting conversion at any point along the pipeline.

• Revenue performance reports. Gain full visibility into deal progression, forecasting, and overall revenue performance from prospecting to close. Connect rep and team actions to broader revenue goals with up-to-date information.

Demonstrate coaching's impact on revenue

With data comes clarity. Salesloft’s comprehensive pipeline visibility and real-time insights make it easy to connect coaching activities to revenue impact. Use those deep insights to validate and iteratively improve coaching efforts, and you’ll find yourself leading an unstoppable team.

Don't let the challenge of scaling coaching keep you from achieving repeatable revenue

Piecemeal coaching practices will always deliver inconsistent outcomes, but it doesn’t have to be that way. Salesloft’s holistic revenue orchestration approach makes coaching an integral part of a rep-friendly workflow, empowering each of your sellers to perform at their best.